Introduction

Geoffrey Moore, author of Crossing the Chasm, is one of the founders of the Silicon Valley firm TCG Advisors. Its managing director, Philip Lay, recently authored an article entitled "In Enterprise Sales, Keep the Dammed Product Behind Your Back" in the April 5, 2004 viewsletter "Under The Buzz".

In its introduction, Lay states: "Three years after the protracted selling binge of the nineties came to an end - and despite a cruel pullback in business activity - the vast majority of enterprise software and systems companies still hasn't adapted to the new order, in which customers once again have a vote in how they interact with vendors. The main obstacle is a fundamentally dysfunctional approach. Besides the structure of sales teams, their consultative skills are lacking, and executives have little clue how to fix the problem. This handicap is being felt keenly in today's improving business environment. How can it be fixed, and how long will it take?"

I would encourage you to read the rest of the article, as I have found it to be very insightful. To access it, click on the following link: Article.

Have You Read It Yet? Michael Bosworth's and John Holland's new best selling book, CustomerCentric Selling®, as you well know, is now available. Click on the book icon to order it. It has received rave reviews and is worth the read. I welcome your thoughts and comments. If you think any of its core concepts are applicable to your organization, and you want to discuss how to best implement a sales performance improvement program around these concepts, please give me a call at 415-229-9226, or email me at plavie@keyroad.com.

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White Paper of the Month

Are your sales people afraid of cold calling?

Check out our newly published white paper:

"How to More Effectively Use the Telephone for Success", by yours truly, Philippe Lavie.

To access and download this month's white paper, click here: www.keyroad.com/http://www.keyroad.com/whitepaper.asp

Good Selling,

Philippe Lavie
KeyRoad Enterprises™, a CustomerCentric Selling® Affiliate

For more information or to arrange for an onsite Executive Overview, contact Philippe Lavie via email at:
plavie@keyroad.com