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This blog focuses on issues in mainly high-tech sales. The articles are mostly based on field experience, sometimes inspired by leading-edge academic research from top-tier universities.
2012-06-30 07:19
At first sight, one could question that there even is a trade-off between high revenue growth and forecast reliability by claiming that closing probabilities should be the same in both scena… Read More
2012-02-18 12:38
Many people, sometimes even experienced sales guys think that trade shows are a great place to generate new leads and sometimes even to win customers. This myth is fed by the media headlines… Read More
2011-11-19 14:37
In the times of traditional software sales, the roles of supplier and customer were pretty clear. The vendor provided a solution; the customer obtained a solution. Nowadays with Cloud soluti… Read More
2011-09-18 08:07
In almost all high-tech start-ups (and actually also in most Fortune 500 companies), profit aggregation only happens at business unit or company level and not at customer level. Th… Read More
2011-07-24 18:34
Especially service providers invest a lot of money in customer loyalty programs, assuming that long-term customers are good for the company. Because of that myth, customer churn and customer… Read More
2011-06-19 18:36
Customer satisfaction is valued highly in almost every commercial organization. Especially large firms spend an enormous amount of money on customer satisfaction programs. Therefore, an impo… Read More
2011-05-23 20:23
As mentioned in Part I of this article, the two elements of an effective sales partner program beside the revenue commitment are: A plausible categorization of the partners into the various… Read More
2011-04-17 15:08
High-tech Sales is often direct but almost always also through partners. Especially for smaller accounts or customers, to which you don’t have easy access (e.g. because of the geograph… Read More
2011-03-13 21:32
In start-ups there is a constant fear by the top management that the prices might be too high and therefore not enough customers will buy. Along with this there is always a tendency to reduc… Read More

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