Inside the Sales Process with Howard Highsmith

posted by David Wolf on Aug 25, 2009 | Comments (33) | Permalink | Trackback URL

Highsmith is the author of the book, Silver Bullet, which introduces an innovative business model for creating competitive advantage through revenue goal achievement and sustained revenues. Here are some of the questions guiding this interview segment:

1. How has the sales approach and process for technology products really changed in the years since you first got started in the business?
2. Let’s talk about sales pipelines. You have a system called Revenue@Risk that helps guide a company’s management of their own sales pipeline relative to their revenue goal. How does this work?
3. You recently formed The B2B Institute to serve small businesses. What was the inspiration to create it, and tell us about how it’s designed to help small businesses.
4. What are some of the skills that organizations need to learn to grow and sustain their revenues?
5. You’re the author of the book Silver Bullet. Why did you write it and what can readers expect?

FILED IN: Communication, Leadership, Management, Marketing, Operations, Productivity, Sales, Technology