White Papers

These resources are made available for CEO's, VP's, and Sales persons of technology and services companies who use consultative selling and Top down methods to generate revenue.

Accessing and Aligning with Senior Executives

Filling the Pipeline with C level Prospects Selling Brief. ver 3.4
Difficulty Selling Software to Sr. Execs, and What Vendor CEO's can do
REVENUE™ Method

Prospecting & Selling Technology to the Enterprise

Does Your Technology Sales Compensation Support Your CEO's Strategies
How VP's of Sales Can Boost Prospecting
Best Practices Selling to Sr. Executives
Creating Urgency in your Deal
How to Sell without Sounding Like a Vendor
Teach your Salespeople to Prospect with the Buyer in Mind
The Value in Building Value
Connect with Prospects using a Systematic Process

Channel Selling to the Enterprise - posted on

How to Sell to Senior Executives (VARS)

Account Management Optimization

Account Management: Art of the XSell - Up Sell

Selling Online Advertising - posted on

Disconnecting the Sales Stereotype
Three Principals for Phone Prospecting
Sign the I/O!

Pipeline Deals Blog - posted on

People Do Business with People They Like