Further to our latest blog titled “Are Your Customers Your Real Competition?”, the next concept is about how can you work with your customers and prospective customers to enable them to make change. If your team is creating the demand, when you show up the customer is firmly entrenched in…
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…
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…
According to recent studies by CEB and others, when your reps get invited into an opportunity [lead, RFP, etc.], the prospect is already 57% of the way through their purchasing process. The implications are significant on your cost of sale and your win rate. Chances are pretty good that the…
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…
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…
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…
This statement sounds obvious. When you think about your respective corporate strategy, the choices you make are about driving sustainable revenue growth. For most corporations [large and small], the concept of strategic planning tends to feel more like the annual budget process. Correspondingly, budgets project revenues, but by their nature…
If you are in a managerial or executive role within your organization, then you wear different hats every day as it pertains to the role within your teams. Let me give you three common roles: Leader, Manager, Coach. This is a balancing act and I would ask you this question.