KYC is a term in Financial Services and is a requirement within the Wealth Management world around understanding your client and their goals / objectives to make sure their portfolio matches those goals re asset mix versus what makes the broker the most money. I would like to borrow the…
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.
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…
As we enter the time of year when many companies begin to think about their Strategic Plan, it is a virtual guarantee that growth will be one of the top 2-3 strategic goals. We get to see many organizations from the Fortune 500 to the Fortune 5 Million and they…
I get into a lot of conversations about the increasing Complexity in our customers environments and how that rolls down hill to us. All of our worlds are getting more complex as competitive environments intensify, access to information continues to expand and expectations continue to rise. What is the impact…
When I ask this question of large groups, people know it is a trick question, but still default to common answers. Very naturally, our instinctive response is to think immediately of our specific products or services. The most common answers I get are that we are selling Solutions or Value,…
I am privileged to get to speak and spend time with hundreds of senior executives every year in various forums. There are smart and driven people as a general rule. There are several common themes that I get to see across this group, regardless of the size of company, industry…
Building on previous blogs, change is hard and in complex selling environments, a business case is typically required as part of the buying process. They will vary in formality and content, but in the land of consensus decision making, the business case for change is the one common denominator that…
In the world of complex sales, a reality in many markets is there are now more “no decisions” than Wins and Losses combined. A benefit of the work we do with our partner CEB, we get exposed to the most current research and trends from the world of sales and…
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…
