"One of the issues with the competition is that clients are reluctant to share information about competitors for legal, emotional (don't want to tell you that they like someone else better), and "fair play" feelings.
IMO, the way to…"
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Mark R Johnson
- Carlisle, PA
- United States
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Happening Now In the Fox Den
William Goodale commented on Mark R Johnson's blog post 'The black hole that can exist between marketing and sales in software companies'
Mark R Johnson commented on Jenae Meader - Community Manager's blog post 'Holden Case Study Challenge #3 - Does it pay to shoot straight?'"Play to win, with the customer and the Asian competitors. It seems you reached this sitiation via a Direct approach, keey it up."
A blog post by Mark R Johnson was featuredThe black hole that can exist between marketing and sales in software companies
This can be a huge topic, even books written about it and software companies started to provide related solutions - but here is what still surprises me today, after 30 years of selling in the software business.I can not tell you how many sales reps I meet or work with today who lose site of the competition, they do not take them seriously with no effective plan to deal with them, especially in a proactive manner - helping the competitor to lose!And these are senior reps, who have been trained…See More
Mark R Johnson left a comment for Ryan Kubacki"Hi Ryan, WOW, I'm impressed with the FoxDen. Please say hello to my old freinds/mentors Jim and Chris. As a former student of Jim as my teacher in the early 1980's and an employee of his in the mid 1990's, I must say, yet again, there…"
Profile Information
- What is the name of the company at which you are currently employed?
- IBM
- What is your title / position?
- Sales
- What company were you associated with when you originally participated in Holden training?
- Computervision
- Who was your Holden trainer?
- Jim Holden and Lavon Koerner
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- Expert Opinion, Guest Blogger, Podcast Interviews, Reviews, Case Studies
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- none
- Where did you find out about The Fox Den? If a friend or colleague referred you to The Fox Den, who was it? (They could win a prize.)
- your website
Mark R Johnson's Blog
The black hole that can exist between marketing and sales in software companies
This can be a huge topic, even books written about it and software companies started to provide related solutions - but here is what still surprises me today, after 30 years of selling in the software business.
I can not tell you how many sales reps I meet or work with today who lose site of the competition, they do not take them seriously with no effective plan to deal with them, especially in a proactive manner - helping the competitor to lose!
And these are senior reps,… Continue
I can not tell you how many sales reps I meet or work with today who lose site of the competition, they do not take them seriously with no effective plan to deal with them, especially in a proactive manner - helping the competitor to lose!
And these are senior reps,… Continue
Posted on November 5, 2010 at 7:00am — 1 Comment
Comment Wall (2 comments)
- At 4:26pm on November 4, 2010,
Ryan Kubacki said… - Hi Mark, welcome to your Fox Den!
- At 9:09am on November 3, 2010,
Jenae Meader - Community Manager said… - Hi Mark -- Welcome to The Fox Den! I am the community manager, so be sure to share with me any questions or ideas you may have!
--Jenae
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