Just a short post today, but one I wish I had the power to change in my organisation.
It often happens that you are trying to reach someone important in a company in order to close a deal at the end of a quarter, when they are totally unreachable. Have you ever thought that this might be because they are really busy trying to close business themselves. Aaron Ross blogs on his blog, Build a Sales machine about changing your fiscal year to ensure that your deadlines aren't blocked by someone else's. This is especially true if all your customers are sales executives.