Author Archives: Doug Schulze

Sell More Using Buyer-Focused Sales Stages

By | April 25, 2018

If you’re a B2B sales professional, you’ve undoubtedly established or been introduced to a traditional CRM process likely following these four stages: qualifying the prospect, presenting a solution, establishing fit, and then closing the deal. These opportunity stages have been a staple for years and are taken for granted as the seller’s stages to track… Read More »

Lessons learned from failed 2nd Product Launches

By | August 24, 2017

Everyone knows the difficulty in launching  a company with a new product. Just reflect on the total time and resource expended between the initial idea and the eventual happy customers.  It was likely an all company, all levels, all energy effort, and a 100% focused mission to align investors, product, marketing and sales groups around… Read More »

View Big Challenges Like A Consultant

By | December 6, 2016

One of the perks of a Fortune 100 enterprise is having a budget sufficient to hire big brand, big thinking consultants. Outside help to tackle challenges beyond the current team’s capacity. For smaller companies and thinner budgets, there are boutique consulting firms who are specialized and can affordably solve specific issues. For example, Altus Alliance… Read More »