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Photo by Jay Groccia
OnSiteStudios.com
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“Select/develop a sales process, like
Baseline Selling by Dave Kurlan, follow it, become expert in it, modify
it only as your experience dictates it needs be modified to better fit
your market and use it as the structure and scorecard to achieve your
goals”.
Bruce Bower
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Bruce has more than 30 years of
business experience with small companies and IBM. He began his career as a
salesperson, grew into sales management, expanded his responsibility to
include all marketing functions and then moved into general management,
twice becoming CEO of a venture capital funded Technology Company.
During his career, the most
challenging function within every company was generating consistent monthly
performance from the selling team and projecting revenue growth for future
periods. Bruce found that each company's revenue performance depended
on individual salespeople exceeding their own quota. Regardless of all other
factors (bad product, pricing, terms, competition etc.) successful
salespeople deliver on their quota in good and bad times. But Bruce was
consumed with learning why top performers consistently overcame tremendous
obstacles to close business while others in the same role did not.
With David Kurlan and
Associates (DKA) Bruce has the answer to "why will some sell and others
not?"
Bruce joined DKA with a clear mission, to help companies with $10-80M in
sales grow their revenue by selecting the right sales people for their
business, and helping those already in place achieve their potential for
growth. |
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