by Ursula Dauenhauer | Apr 8, 2020 | B2B Sales Management, B2B Sales Performance
Why more salespeople often equates to less...
by Ursula Dauenhauer | Feb 13, 2019 | B2B Sales Management, Strategy
Many B2B businesses in the rapidly changing technology markets are great at what they do. Despite their success, however, they struggle to reach their sales aspirations. For some reason the business seems to be “stuck”. It’s unable to grow to the next level –...
by Ursula Dauenhauer | Jan 16, 2019 | B2B Sales Management, Strategy
I remember well from my various roles in sales the pressure of weekly forecast meetings, having to answer the simple yet ever so hard question: How much revenue will come in this month? Truly a moment of truth. Business leaders need accurate sales pipelines for...
by Ursula Dauenhauer | Dec 10, 2018 | B2B Sales Management, Strategy
The first time I saw Arthur Miller’s ’Death of a Salesman’; I came to the conclusion that being in sales would be hell. It is still a mystery to me why I ended up, years later and against all my best intentions, in a sales role. Maybe it was because I got a company...
by Ursula Dauenhauer | Nov 20, 2018 | B2B Sales Management, Strategy
Pretty much every CEO or owner of an established midsized B2B business has the dream to take their business to the next level. There are, however, a range of common and easy mistakes that most businesses make when trying to increase sales revenue. Learn how to avoid...
by Ursula Dauenhauer | Aug 21, 2018 | B2B Sales Management, B2B Sales Performance, Go-To-Market, Strategy
The hiring and firing of sales people in complex B2B markets seems to become and increasing issue. It puts the breaks on business growth. What’s needed are three crucial steps before you hire. The common story is this: a sales rep is hired because he/she had the...
