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.
Whether you are a President, Sales Leader or Sales Rep, the ability to grow revenue is typically a top priority. Even if a company or region is growing, the question is what is the revenue potential for that defined area and how would you go about maximizing that potential? This…
If you have ever watched the NFL Draft, you can feel the tension and drama when the Commissioner announces a draft pick to the world and then proclaims the next team that is “On the Clock”. In that scenario, the NFL team has a set amount of time to make…
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…
One of our Partners, CEO Patrick Thean from Gazelles Systems, wrote a great little book called Execute Without Drama. I love the title. The premise is relatively simple around the power of clear goals, accountability and metrics. This clear linkage between strategy and execution not only produces better results, but…
There are all kinds of interesting discussions we get involved in re the Art and Science of Sales. Ponder this for a second as you think about the strategy, structure, processes and tools that exist within your Sales organization. What would happen if your Finance department operated in a similar…
At the close of a two day sales strategy and training event with a client last week, the question was asked whether Buyers go through similar preparation and training. Although we made the joke that we were doing the same work with their Buyers next week, there is a certain…
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…