Tag Archive for sales


Because they are the Human interface with customers

Putting Sales at the Center of Strategy   People can’t implement what they don’t understand. Yet few strategic plans articulate the implications for customer-contact behaviors in the field, where value is created or destroyed. Frank V. Cespedes     For many years Document Security Management (a pseudonym) had a thriving business in retrieving and shredding or securely storing organizations’ documents. Executives… Read more →

Because “Sales” know the clients and “Marketing” understand them

Put the “and” Back in “Sales and Marketing” – Jenny Cermak, Maryanne Hancock, Homayoun Hatami, and Roland John – Harvard Business Review. Nowhere else in the executive suite of a typical corporation are two functions as closely intertwined as sales and marketing. Yet for all the shared responsibility, the marketing and sales relationship has often been a contentious and lopsided… Read more →