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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By embracing evangelist-led growth. This strategy develops and leverages the enthusiasm and advocacy of a company's most passionate users to eventually drive new customer acquisition. These "evangelists" are customers who are highly satisfied with a company's product or service and are willing to recommend it to others.
Read MoreWhen Founders, Owners, or CEOs comment that their Fractional Executive did not work out, when they complain equally about hiring and firing salespeople because they didn’t perform, or when the average tenure of their first full-time sales leader is somewhere between 12 and 18 months, it often goes back to not selecting the perfect match.
Read MoreBuilding and running sales processes and teams without experience is an expensive trial-and-error scenario! Can it be done? Sure, it has been done this way many times. Should it be done? In my opinion, no. Because…
Read MoreBeyond their qualities, skills, and character traits, here are a few demographics: they tend to be younger (most sources place the average between the late thirties and early forties), they have a technology background, and they were not in business during the last recession in 2007/2008.
Read MoreChanges and adjustments are a natural part of operating a business. A business is always looking to optimize sales funnels, cut costs, and better understand the needs of its customers. In some situations, though, it may take more than slight refinements to keep a business going.
Read MoreEach option comes with its obvious pros and cons. I believe the decision of which route to pursue starts with what the person is asked to accomplish and what the environment looks like they will operate in.
Read MoreI think that sales-centric and customer-centric are inherently the same. In today’s transparent markets, one cannot sell without putting the customer front and center. Simply put, salespeople work to understand customer needs or problems and then sell solutions that address those.
Read MoreIt is a comfortable environment to navigate. It does not require original thinking, and there is always a justification. And CYA and righteousness are built in. Everything within the corporate system seems to make ‘sense’.
Read MoreEspecially in the startup world, pivots on everything from product to GTM strategy are very common. Most of those directly impact employees. And even without major pivots, startups go through phases or stages in their growth process.
Read MoreWhen executives put their hiring criteria together, I would implore them to throw out the regurgitated and stale approach so often used and statistically unsuccessful - wait for it - “the rolodex and product experts.”
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