To be certain, there are Sales Leaders that are not a cultural fit or do not have the requisite skills to accomplish the mission and will get replaced over time. What we are referencing as a point of discussion and debate is the “quick fix” that organizations may arrive at…
“A FOOL WITH A TOOL IS STILL A FOOL.” -Grady Booch (Software Developer) The title is somewhat self-explanatory and as we all look in the mirror, there is a pretty good chance that we have all invested in some form of tool or technology in our lives to solve…
Sir Anthony Hopkins is one of the most respected and successful actors in the world. I was reading an article about him the other day and I was struck by his process for preparing for a play or a movie. He stated that he always reads his lines out loud…
Recently I was chatting with a colleague who was down in dumps about his sales team’s inability to properly forecast the opportunities in the sales pipeline. “We have a large number of opportunities at the top of the funnel and nothing that is ready to close.” When…
When you think about it, a Sales Process is the reflection of your Sales Strategy and defines “How You Sell”. Only 50% of companies would admit to even having one. If you believe you have one, ask yourself who created it and when? Is it truly reflective of how you…