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Touro Sales Blog

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Touro Sales Blog

Touro Sales Blog

This blog focuses on issues in mainly high-tech Sales and Marketing. The articles are mostly based on field experience, sometimes inspired by leading-edge academic research.

Info

Site Owner: hesslich
URL: http://touro-blog.com/
Google™ PageRank™: 0
Category: Sales
Member Since: 2011-07-10
Country: Germany

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Latest posts 'Touro Sales Blog'

Sales Management – Entrepreneurial vs. Static Approach
What do I mean by this title? Isn’t Sales always entrepreneurial? How can it be static if I keep on winning customers? Well, what I mean is allocating territorial responsibilities to your sales people in a way that they have their own region, no matter what size, under their responsibility rather than allocating them specific ... Read more...
Posted on 29-04-2012
Sales Myth: #5 – Trade Shows Are Lead Generators
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, in which big deals at trade shows are announced (as this certainly makes better news than just announcing there was a show ... Read more...
Posted on 18-02-2012
How To Treat Your Customers
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 solutions, a new partner model between vendor and customer needs to be established as (B2B) customers and vendors have become equal partners (see also previous posts ... Read more...
Posted on 19-11-2011
Customer Profitability
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. That is mainly because customer responsibility is in Sales. And Sales usually only cares about revenues because that is the key indicator they are measured on. Most managers do ... Read more...
Posted on 18-09-2011
Sales Myth: #4 – Customer Loyalty Is Important
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 retention have become key performance indicators with service providers; budgets and resources are allocated based on those figures and most marketing campaigns are set with the ... Read more...
Posted on 24-07-2011