Common Language

The Price To Win

You would be hard pressed to go through a Deal Review and not have this as a question asked by one of your Executives or teammates. What do you think the Price to Win is? In general, we will always be guessing, but some guesses are more informed than others.

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Fail Less or Win More

If you were given a choice, looking at the effectiveness of sales organization, would you rather lose less or win more? The word “both” was likely just echoing in your head. What we know to be true from both external data sources and the work we do with clients [large…

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The Art of the Fast Start

It is January 2nd and for most, the first day of the new business year. As an Executive or a Sales Leader, are you and your teams ready to roll? The implication of the question is that there was a lot of thinking and planning done in Q4 to get…

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The Sales Carousel

Recently I had the opportunity to attend a conference populated with C-Level executives. Their company size ranged from $20M to $1B+. I was fortunate to be able to interview 10 executives on the subject of sales and how they prefer to be contacted/engaged by sales people. The answers themselves were…

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Bring Your Own App?

I saw this headline the other day and I was intrigued by this concept given the work we do with executives and sales leaders in the area of sales strategy and effectiveness. It was heightened by an inquiry we received from a rep from billion dollar plus organization. She was…

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The Top 2 Levers for Organic Share Growth

We have talked previously that the concept of strategy is all about growth. Virtually every executive that we speak with has organic revenue growth as one of his or her top priorities. As corporate balance sheets have continued to improve, the volume of acquisitions has continued to accelerate and multipliers…

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Manage Their Firsts

If Sales Training budgets are diminishing, then Training for Sales Leadership is even further evaporating down the priority list. As the trend continues to hire “Just Add Water” Sales Leaders [domain expertise, worked for larger brands, and other things that don’t actually work], then the corresponding consequence is to rationalize…

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The Lean Sales Organization?

As someone trained in Lean Six Sigma, I see a lot of content focused on the concept of “Lean”. Eric Ries has had success with “The Lean Startup” and we are proponents of the concept of a Minimum Viable Product, which we used with the launch of our INK Sales…

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