Building and Revving Your Revenue Engine
If you were to do a Google search on ‘the rise of the revenue officer,’ you’d find a host of very interesting articles [...]
Navigating Go-To-Market Alignment As Your Portfolio Evolves
Recently at Dorn, we’ve been talking a lot about changes that occur in the marketplace or the business landscape that affect how your [...]
A Better Approach for Industrial Product Launches
It’s been three months since you launched the product that was supposed to provide a big boost in this year’s sales. Early returns [...]
The Evolving Role of Sales in the Modern Industrial Manufacturing Organization
If you’ve been in a sales position at an industrial manufacturer for any length of time, changes to your role have likely been [...]
Simplify Your Sales Message to Help Prospects Understand the Value of Your Offer
Hypothetically speaking, let’s say you’ve got fifteen minutes to talk to your biggest prospect next week at a conference in Atlanta. You’ve been [...]