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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A gifted founder CEO, often with a vague-at-best exit strategy, who’s both the lead technician and the company’s best/only salesperson. And a resistance to standardization, usually attributed to the bespoke, variable, heuristic, or technical nature of the work itself.
Read MoreEvery company on the planet is the same in their two most fundamental processes: making stuff and selling stuff. All other processes should be in support of these two facets of the raison d'être of a company. The corner bakery and the world's largest industrial conglomerates are the same at this level.
Read MoreI get asked quite often about the state of the Fractional Industry and what I am seeing on the supply and demand side. My answer runs the risk of being self-serving, and at the same time, as an industry, I feel we need to tell the story. If we don’t, who will?
Read MoreAre you struggling to close deals and are losing customers to your competitors? The reason could be that your sales and marketing efforts are not fully integrated.
Read MoreIn the course of helping clients find their ideal CROs, I hear the gamut of perspectives from both the client side and the executive side on the role of Sales Head and the Chief Revenue Officer. The terms and roles are often used interchangeably, and the definitions of each role vary widely.
Read MoreIn a world where every start-up business wants to quickly expand and leave a mark on the world, the obvious question is how to do this successfully. For most businesses, it does start with building out a global sales team; Taking the service or product developed in one part of the world and selling it in another.
Read MoreThe Peter Principle is a real phenomenon that can have negative effects on businesses if not addressed properly. Employers should be careful when promoting employees, ensuring that they are prepared for their new role and monitoring their performance closely.
Read MoreJennifer had her eye on the clock, trying to meet the company expectations. She was worried about her own bills. What she wanted to do was get them their product and move on.
Read MoreSalespeople have been trained to persuade, convince and even cajole buyers into making a purchase. However, I think a new paradigm should be looked at. Instead of trying to sell, focus on helping buyers to buy.
Read MoreWhile competency and skills are undoubtedly essential factors, ignoring DNA match entirely can lead to serious issues. Employees who do not fit in with the organizational culture may be less motivated, less engaged, and less likely to stay with the company long-term.
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