Straightline Strategies Inc.

Straightline Strategies Inc. / Blog

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What I'm Reading...

B2B Lead Generation Blog

Guy Kawasaki -- How to Change the World

Sales and Sales Management Blog

Socom Sales (Koka Sexton)

Dave Kurlan's Understanding the Salesforce

Internet Duct Tape

The Glue

How to Sell a Half-Million Brake Pads, Save the Company and Get the Girl

In a departure from the usual topics, I'm going to weigh in on the subject of "Best Sales-Oriented Movies of All Time". Hint: Glengarry Glen Ross comes in second.

Posted by by Brian Berlin on 2010-02-05 01:07 0 comments

Teleprospecting is Not Just for Contacting New Companies

What we've discovered over the years is that in very large organizations there are a lot of competing fiefdoms and scattered silos of technology solutions. Just because you've managed to make a sale into one of the company does not give you carte blanche in the rest.

Posted by by Brian Berlin on 2010-02-03 23:07 0 comments

Where Teleprospecting Fits with Ram Charan's New Vision of Selling

Most sales organizations are not disciplined enough or motivated enough to develop this level of buyer introspective. Sales people have way too much on their plates to conduct this kind of due diligence UNLESS they get some help

Posted by by Brian Berlin on 2010-02-03 14:14 0 comments

Why Sales People (especially Sales Managers) Fight Process

Without a system, when things don't go well the sales manager is going to be held responsible, and without any supporting data, can and is often shown the door.

Posted by by Brian Berlin on 2010-02-03 00:18 0 comments