Build a Smarter Sales Pipeline with ABATS

February 27, 2014 Hamish Knox Cisco, Cloudera, Featured, Professional Development, Project Management, Routing & Switching, Sales Management, Technology, Training in Business

Creating an effective sales pipeline can be a massive headache for sales leaders because reps have been known to stuff the pipeline with opportunities that have zero chance of closing. In a previous life, I took over a product specialist role selling a web-based media monitoring and crisis communications program. My first six weeks in[…] Read More

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Don’t Get Trapped in the Procrastination Triangle

February 20, 2014 Hamish Knox Cisco, Cloudera, Featured, Overcoming Obstacles, Professional Development, Project Management, Routing & Switching, Technology, Training in Business

So when did you start saying, “I’ll get to that tomorrow” when it comes to your goals for 2014? January 2? January 10? Did you make it all the way to the Super Bowl before giving up? If you’ve fallen short of a goal already or are on pace to fall short before the end[…] Read More

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To Succeed in Business Ask Yourself This Question

December 9, 2013 Hamish Knox Cisco, Cloudera, Featured, Professional Development, Project Management, Routing & Switching, Sales Development, Technology, Training in Business

As a manager, executive or owner, the only valuable you possess is your time. To successfully manage your time and grow your business, ask yourself the following question daily: “Does ‘it’ advance my business?” (“It,” being whatever activity you are doing or about to start.) Let’s take a look at several examples, which might resonate[…] Read More

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Asking for a Commitment Isn’t a Hard Sell Tactic

August 29, 2013 Hamish Knox Cisco, Cloudera, Featured, Professional Development, Project Management, Routing & Switching, Successful Selling Strategies, Technology, Training in Business

I read an article recently that slammed sales people for using the “hard sell” tactic of asking for a decision at the end of a presentation. To paraphrase David Sandler, don’t make presentations without a prior commitment to make a “no” or “yes” at the end of the presentation. Two valuables a sales person possesses[…] Read More

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Managers Your People Need a MAP

June 11, 2013 Hamish Knox Cisco, Cloudera, Featured, Overcoming Obstacles, Professional Development, Project Management, Routing & Switching, Sandler Success Stories, Technology, Training in Business

Here’s a quick acid test of your hiring-to-turnover ratio. How often are one of these phrases heard in your company? – I’m not a micro-manager. – I hired them to… – They know what they’re supposed to do… If our business world was homogenous then those phrases would be correct because every sales job would[…] Read More

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