I’m currently in the process of performing final edits to my book to ready it for publication. A big part of this process is modifying the manuscript to incorporate inside sales – which plays a much bigger role in SPE than it did when I started work on this book a few years ago. This […]
I’ll let you in on a secret. Here at Ballistix, we all love fixing customer service teams. It’s easy to do. The transition to an optimal environment is low-cost and relatively risk-free. And the pay-off is huge. The pay-off typically arrives in two tranches. First, you get an incremental increase in business as a consequence […]
Whenever we work in a technical-sales environment, this – bar none – is the most valuable idea we bring to the table. Here’s the most obvious symptom of the problem: When salespeople make a technical sale, they inevitably become entangled with production. Their involvement in production cannibalizes their (already limited) business-development capacity – leading to […]
As you know, we build a lot of sales processes, here at Ballistix. You may not know that we build almost as many customer-service teams, inside-sales teams, pre-production teams and even small project teams (in knowledge-based environments). The work we do in these non-traditional (for us) environments is very gratifying and, often times, generates enormous […]
