Category Archives: sales

Juniper Networks: Reaching for the Sky, Feet Firmly on the Ground

By Robert Lesser | Published April 17, 2011

The mood was buoyant at the Juniper Networks Americas Partner Conference, held April 11 – 13 in Phoenix. Juniper Networks is on a roll after coming off a strong 2010.   Revenue and operating margin in calendar/fiscal year 2011 is expected to grow by 20% and 23% respectively. Wall Street sees Juniper growing faster than competitors such [...]

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Destructive B2B Sales Practices

By Robert Lesser | Published May 17, 2010

New research from McKinsey & Company identifies destructive sales practices and more positively, what customers want from B2B sales organizations.

There are a number of considerations for B2B sales organizations to fix these issues. However there a number of challenges to overcome.

Also posted in buyer behavior, outbound marketing, Sales 2.0, sales enablement | Tagged , , , , , , | 6 Comments

Sales on the Outbound

By Robert Lesser | Published November 25, 2009

This is the third in a series of posts discussing the role of outbound lead generation in the marketing mix. In my first post, I described five buyer types that are best reached through outbound sales and marketing. Then I reviewed the benefits that accrue to marketing from outbound marketing: ROI, market insight and a [...]

Also posted in inbound marketing, inside sales | Tagged , , , | 4 Comments