December, 2003 | The Wiglaf Journal

A Dozen Sales and Marketing Commitments

By Tim J. Smith, PhD | December 31, 2003

Improving the sales and marketing effort is a ongoing process in which commitment is a prerequisite. To get the thought juices flowing, we offer the following 12 action items that you can personally implement. That is only one a month. 1. Explore new opportunities. Listen to new prospects that are not in the designated target…

Customer Meetings

By Tim J. Smith, PhD | December 10, 2003

Everyone in business loves customer meetings. Run a customer meeting well, and the sales process is driven closer to closure. But, run the customer meeting poorly, and the prospect will count the minutes until they can show you out the door. Given the value that hangs in the balance of individual customer meetings, salespeople and…

CIS Industry Can Improve

By Tim J. Smith, PhD | December 10, 2003

The US Utility CIS market is plagued by questionable growth and excessive competition. These challenges result from the last decade’s development path of the CIS industry. To overcome these challenges, CIS sales and marketing teams need to move beyond features and functionality claims, and express the value of their solution to the utility. Creating value…