One of the roles I occasionally play for training and consulting firms that I am working with is one of Thought Leadership. In January 2007 this article I wrote was published under my name and that of a salesperson for Applied Concepts Institute in a now defunct Rochester, NY magazine called Business Strategies.
Reading the large [...]
Filed under: Marketing, Sales | Tagged: opportunity assessment, opportunity management, sales training | Leave a Comment »
Over the years there have been a number of consulting and training firms who have provided ways of assessing opportunities. For the benefit of my readers who don’t have an Opportunity Assessment approach in their methodology I pass these along and encourage you to have a standard Opportunity Assessment process for use by your salespeople [...]
Filed under: IP/Product, Marketing, Sales | Tagged: opportunity assessment, opportunity management, sales training | Leave a Comment »
Here’s a small sampler …
20. Decide on what you want to do after the sale, and when
21. Consider ideal structure you would like
22. Understand earn outs
23. Locate all your legal documents
There is an excellent document created by the WLS Alliance (a partnership of Whitestone Communications and Luntz, Suleiman & Associates), of [...]
Filed under: Exit Strategy, Finance, G&A, Legal | Leave a Comment »
