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…
I have spent the past 5 weeks running Strategic Planning sessions for Corporations across North America. I credit these organizations for understanding the opportunity to create alignment, consistency and simplicity by actually having a Plan. There are a couple of realities that I would like to discuss. The first is…
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…
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.
There is a lot of debate and discussion in the blogosphere about the concept of Insight Based Selling being fueled by the Corporate Executive Board (CEB) and some of their researchers and thought leaders that wrote the book The Challenger Sale. Is this new? Is this unique? Is this just…
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…