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Peter R. Fillmore

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President, Momenta Systems Inc.

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Entrepreneur with 25 years of experience in Sales, Marketing and Product Management for innovative companies. Part time advisor/coach in entrepreneurship, sales, and market strategies. Over 60 articles published on tech marketing and sales, plus numerous seminars and workshops delivered.

WEB: http://www.momentasystems.com/

July 5, 2011

Peter R. Fillmore and 5 other people answered this question

What is the secret to formulating a winning Sales Strategy?

In reading this thread, I agree with Dave on the importance of Sales leadership. Management needs to talk with sales people about "next steps" that have a high success likelihood (or lead to a time-saving off-ramp). Process, in the form of the assumed buy cycle, ... more

Sales Enablement Tactics

Sales Management

Nov. 17, 2010

Peter R. Fillmore and 10 other people answered this question

What is your method for getting "in the door" with that "perfect" lead?

Tim - You have some great answers posted so far...having a reason to talk (for both the lead and the gatekeeper) have been identified nicely by Steve and Laurie.
I would add that the prospect's "personal agenda" needs a lot of attention, as well as ... more

Oct. 20, 2010

Peter R. Fillmore and 5 other people answered this question

You have a $1 to spend on development, do you allocate it to your sales reps or your sales mgt team

Bill - good answer posted by Christopher Ryan - and I would add support learned in a seminar years ago that 80% of sales people are journeymen and 20% are stars. The practical outcome is that if you have, say, 5 sales people you really, ... more

Sales Management

Sales Managements Impact

Oct. 18, 2010

Peter R. Fillmore and 4 other people answered this question

Tips for developing a sales plan?

Hi Whitney - In looking at this question, I think your most useful answer so far came from Matt Heinz - and would add the following: What sales channel is appropriate to your product and/or service? It may or may not be "direct sales", which ... more

Developing Sales Plan

Sales Management

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Sales Analytics

Sales Management

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