Through our blog posts, we are looking to share not only the value that interim and fractional sales leaders bring to an organization. We also cover a variety of topics and share our experiences, all of which are part of the “day-in-a-life” of a sales professional.
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Managing up doesn’t mean sucking up. It means being the most effective employee you can be, creating value for your boss and your company. That’s why the best path to a healthy relationship begins and ends with doing your job, and doing it well.
Read MoreWithin a business, an individual sales opportunity can be evaluated against all other past and current opportunities, those lost and those won. These metrics allow us to estimate the close probability. Not as a guesstimate, but rather with statistical probability.
Read MoreIn mature markets and interchangeable products, in disruptive businesses and first-to-market situations, …when you need salespeople to do incredibly hard things, when they need to overcome rejection every day, they need to be bought into the vision. That is the fuel that keeps them going.
Read MoreNow, why are there so many businesses that have a CFO, CTO, and COO, three internally focused functions, reporting to the CEO, but not a Chief Sales, Chief Commercial, or Chief Revenue Officer?
Read More99.9 % of all businesses in the US fall into the category of small- and medium-sized enterprises. Consequently, enterprise deals are few, and because of all the factors described above, they are hard to win. And with the obvious big win in sight, the risk is high.
Read MoreIn a culture of accountability, people demonstrate high levels of ownership to think and act in the manner necessary to achieve organizational results. Rather than having accountability forced upon them, they enthusiastically take it upon themselves.
Read MoreWhat about your greatest asset, your people, your employees? Who is tracking their data? How do we know when they need to be serviced, given a tune-up or a break, physically, mentally, emotionally, or spiritually? And yourself?
Read MorePresales is the entire process of successfully closing a sale of a product that does not yet exist. Like the infamous vaporware, for example, a software or hardware product that has been advertised but is not yet available, either because it is only a concept or because it is still being written, designed or produced.
Read MoreI’m sure many of you in leadership positions have asked yourself these questions: How can I do a better job of driving profitable growth in my business? How can I drive the right behavior of my employees? The options can be overwhelming. But there's one proven thing that can drive profitability...the effective use of KPIs.
Read MoreMerging sales organizations and ensuring that they deliver the revenue synergies is hard work. On paper, especially when grasping for straws to make the deal work, it always looks logical and makes sense. It almost always ignores the human aspect of sales: the team, the clients, and their interactions.
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