Entries by Tim Weizer

[Q1 Salesforce Alert] Case Study: Achieving Results–Aligning the Sales Strategy with a New Marketing Strategy

“Don’t sell me products. Instead, lead me to  solutions that incorporate your products.” (Vice President of a strategic account) In this issue of the Salesforce Alert newsletter, my colleague, Tim Weizer, shares a case study regarding a strategic change that helped achieve effective salesforce results. The senior sales executive of a middle-market financial services company […]

[AUG 2016 SALESFORCE ALERT] Passing or Failing a Stress Test

The focus on sales compensation is understandable as selling is, by far, the most expensive part of strategy implementation for most companies.  Five times the expenditures on all media advertising; 20 times larger than the money spent on all online marketing and advertising in 2013. Here are five areas to test your plan.  Focusing on […]