January 2009

Getting to "No": How to Vet Your Sales Process to Avoid Lost Deals

In enterprise sales, losing a deal casts a harsh light on the sales rep, the sales manager and the sales process. So it's rare that sales wants to deconstruct a lost sale as a learning exercise, and it's even rarer that a buyer will want to share the reasons. That's why it's important.

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Posted by by Brian Berlin on 2009-01-27 05:42   0 comments

Reducing Reliance on Microsoft Day Three

Since New Year's Day I've been working to reduce my reliance on Microsoft products. I still use them, particularly PowerPoint and Visio. My main goal is to cut down or eliminate my use of Outlook. Before I set out on this adventure, I forced myself to ask tough questions about changing my work habits and tools. What is the key benefit? Will I gain productivity? Save money? Reduce overhead? How will doing so affect my clients? Will they benefit?

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Posted by by Brian Berlin on 2009-01-09 11:16   0 comments

Reducing Reliance on Microsoft Day Two

For me it all started with Google Apps.

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Posted by by Brian Berlin on 2009-01-02 03:35   0 comments

Reducing Reliance on Microsoft Day One

Admittedly this is not my usual sales blog. I’ve decided to share my experience with my readers

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Posted by by Brian Berlin on 2009-01-01 03:39   0 comments