April 2009

Taking the Folly Out of Forecasting

I really dislike the practice of handicapping revenue forecasts. Saying a deal at the suspect stage is worth 10% of the expected revenue is makes no sense. How can a sales representative know what a deal is worth without qualifying the prospect?

Posted by by Brian Berlin on 2009-04-12 02:33 0 comments

Your Company Actually Does Need a Consultant

One of the objections that I encounter with prospective clients is the "consultant" label. At the end of the day, consulting does describe what I do, and consultant is the way I describe my business to others.

Posted by by Brian Berlin on 2009-04-11 16:57 0 comments

How I Use LinkedIn

LinkedIn is a very popular destination for B2B folks looking to make and maintain connections. It's used heavily by recruiters to identify candidates for positions they're trying to fill for their clients.

Using the Say-Do Ratio to Measure Your Reputation

What is your "Say-Do" Ratio?It's a simple concept: when one says they'll do something, they should actually do it.

Posted by by Brian Berlin on 2009-04-05 14:16 0 comments

Trust is the New Business Currency

Here's a company that's winning business away from major competitors like IBM and CA and is funding the growth that accompanies these kinds of wins with pre-paid contracts. What!!??

Posted by by Brian Berlin on 2009-04-05 03:36 0 comments