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.
I have always liked the fishing metaphor for sales. There is vast opportunity, but spending time in the wrong places yields poor results. “Most of the world is covered by water. A fisherman’s job is simple: Pick out the best parts.” –Charles Waterman A rare occurrence happened the other day.
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…
As a big proponent of Verne Harnish’s Rockefeller Habits http://www.gazellessystems.com/Gazelles-Systems-Canada , I believe that this statement from Verne applies in all areas of business; especially sales. I had the opportunity to sit down with a successful business owner the other day and he brought some interesting insights to…
We spend a lot of time talking with Executives and Sales Leaders about their Sales related priorities and current challenges. An area of opportunity that I would put forward as low hanging fruit is doing comprehensive Win/Loss Analysis on an ongoing basis. The information is extremely valuable and helps you…
An organization’s ability to learn, and translate that learning into action rapidly, is the ultimate competitive advantage. Jack Welch How do you take your sales successes and replicate them across the organization? According to Miller Heiman’s latest report; only a small percentage of companies actually do this; the ones…