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Sales Strategies for the High-Tech Entrepreneur

Wisconsin technology leaders hit the road

MILWAUKEE - Ask any successful entrepreneur what the #1 priority for a small business is and you will get one answer: SALES. Despite this, sales force structure and management remains probably the most neglected discipline in business school curricula today. What They Dont Teach You (in B-school) was the subtitle for an event held by the Ke......

Full article >>> challenge. He observed that entrepreneurs are not good at hiring sales staffnot a surprise considering that many startups are led by founders with a technical background.

The panel addressed sales force structure, attracting sales force talent, incentive systems, and building a sales culture with anecdotes, humor and some sage advice.

A tale of attracting sales talent

Full article >>> echnology-based solutions, nearly all the panelists said a team approach is best. A typical team consists of the sales person, the Website, inside salespeople, the CEO, a sales engineer, and call centers. The salespersons role on the team is to manage the relationships of the buyer and the seller. Their efforts are then supported by inside sales representatives and call centers that provide feed......

Full article >>> han others.

Every day think about how to make your people more productive.

People are your only sustainable strategic advantage.

If it cant be measured, dont waste time on it.

Take the best practices/processes of the A sales players and put them in place for everybody; the best demo, the best objection-handler, the best closer, and transfer those best practi......

Full article >>> ith prospective customers. If I do this or that, will you sign up? He said most sales people are afraid to ask tough questions because they may not like the answer.


Full article >>>
'"/> By Kelley Starr 12/04/03

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