Improving Sales Process

Insights into bringing discipline and predictability to the sales process, an area where IT systems struggle to deliver sustainable value. Just like a project needs controls, so too does the selling process. ...

... "After improving their qualification criteria, one company dramatically improved their close ratio. After a client's salespeople actually scored their prospects using their qualification criteria, I hired a statistician to analyze it. The results were amazing. When we got salespeople at another company to change the sequence they used for demos and proposals, sales costs went town, close ratios went up. " ...

Via Six Sigma Selling: Production Control for Sales

Get Project Partner Skin in the Game

Check your selection criteria on IT project bids, don't over-emphasize low cost, and revise those contract terms to get the implementation partner's skin in the game. ...

... "Most important to ensuring IT project success is binding services vendors into the agreed-upon schedule and budget; that's called skin in the game. " ...

Via ZDNet: ERP project amazingly on-time