I get into a lot of conversations about the increasing Complexity in our customers environments and how that rolls down hill to us. All of our worlds are getting more complex as competitive environments intensify, access to information continues to expand and expectations continue to rise. What is the impact…
I am not asking about your Corporate Vision, but instead I am asking a crucial question for your Sales teams. What is your Vision for your Clients? You may be asking why you care about having a Vision for your client. Let me give you a couple of reasons to…
Building upon last week’s blog, if we are selling CHANGE, then who is your REAL COMPETITION? Although we all have worthy and formidable competitors, in this new world, our primary competitor is our CUSTOMER or PROSPECT. If you have 100 deals in your sales funnel, more than half of them…
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 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…
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.
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…
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…