The proliferation of iPads in the workplace – both personal and company issued – brings with it the promise for extreme efficiency and communication gains as well as new challenges. This is more so with sales teams than with any…
Author Archives: scott-eidle
Did anyone really expect this? The iPad® – the device that everyone thought would be a sure winner with sales departments, finally succumbed to the realities and economics of business and died today. “With everyone’s lease payment terms coming due,…
As the mobile industry hits its development stride, especially in regard to sales teams and marketing, sales and sales operations try their best to equip their people for success. One of the basic concepts discussed with prospects and clients is…
The mobile industry is exploding! While it’s fun to wake up to a dozen new analyst reports and ‘groundbreaking’ press releases from companies looking to hitch a ride on the iPad, something is clearly missing. It truly is an awesome…
Many companies have not made the leap – or drawn that line in the sand – to really say what their mobile strategy is going to be in regard to tablets. Remember when everyone said that Apple just doesn’t understand…
In my last blog post, I discussed the reasons why you should focus on B and C sellers. Now, I’m going to explain how you do it. It all starts with making a commitment to work with B and C…
Many companies only focus on their top performers or “A players” and spend a significant amount of time and resources supporting these sellers. What happens to the B and C players? These sellers hover within striking distance of hitting or…
Earlier this week, I discussed why the Challenger salesperson is so coveted and how important it is for a companies’ management team and individual rep’s to support the Challenger Sales Model. Now, I’d like to share with you three tips…
A topic receiving tremendous buzz in the sales profession revolves around the concept of “The Challenger.” In this two-part series, I will discuss why a Challenger salesperson is so sought after, what’s needed to facilitate “Challenger-like” behavior, and the importance…