Applying Sales Process Engineering, Managing Opportunities

The Holy Grail of technical sales: how to disentangle salespeople from production

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 […]