From the monthly archives:

December 2009

Review Your Customer’s 10-K in 4 Quick Steps

December 9, 2009

Form 10-Ks offer highly useful information about your customers.  Here’s a summary of 10-Ks and how to quickly navigate to these four sections for insights most relevant to your sales efforts.
What is a Form 10-K?
It’s an annual report that publicly-traded U.S. companies are required to file with the U.S. Securities & Exchange Commission [...]

Using Hindsight to Improve Sales Performance

December 2, 2009

Have you ever walked out of an executive’s office after a critical sales call – and immediately started kicking yourself about what you should have said, what you should have known?
Of course you have. And you’re not alone.
The trick is to use that hindsight to your advantage. After every executive engagement – successful or not [...]