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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Two contrasting cognitive biases - the Complexity Bias and the Simplicity Bias - have a significant impact on decision-making processes. The Complexity Bias tends to push us towards favoring intricate, convoluted solutions, while the Simplicity Bias advocates for straightforward, easy-to-understand approaches.
Read MoreInterviewing fractional executive candidates for sales roles requires a tailored approach, focusing on their immediate skills, task-specific effectiveness, and alignment with the organization's goals. While cultural fit remains important, it should complement the candidate's job fit within the unique context of fractional roles. By considering these factors, companies can make informed decisions when hiring fractional executives for their sales teams.
Read MoreIt is a tug-of-war between remote, hybrid, and traditional in-person models. This seismic shift has not only altered the dynamics of how buyers and sellers interact. It has also prompted a rapid evolution in the expectations and methodologies of sales leaders, and what factors business owners might consider when hiring.
Read MoreDiscover how fractional talent is reshaping the future of business and learn how to effectively integrate these valuable resources into your organizational strategy. Stay ahead in a rapidly changing environment with fractional talent strategies.
Read MoreMost CRO’s are really focused primarily on New Logo Sales. Often, the CRO has a peer called the Chief Marketing Officer who is goaled on metrics related to Reputation and Demand Gen (leads). There is another peer, the Chief Customer Officer or Head of Customer Success who is goaled on Adoption, Renewals, and sometimes Expansion.
Read MoreThe player/coach model, once a prominent feature in professional sports, has experienced a decline over the past twenty years. This trend can be attributed to the increasing complexity and demands of modern sports, which require specialized coaching expertise.
Read MoreI have conversations on a regular basis with business owners and founders who expect much more magic on the sales side of their businesses than they would otherwise with other functional areas like HR, Finance, or Engineering.
Read MoreIn the fast-paced world of sales, commerce, and trade, the phrase "business is business" is often the expression of the cold and calculated nature of the corporate world. It suggests that emotions, empathy, and personal connections have no place in the realm of profit and loss.
Read MoreIn the fiercely competitive business world, business leaders face the everyday challenge of increasing revenue. One crucial capability to do that involves consistently converting leads into paying customers, which can be the make-or-break factor for success.
Read More"We will wait to hire a sales leader until we have more customers." While it may seem like a prudent approach to save resources, this strategy can have both advantages and disadvantages. Here's some thoughts as we explore what might be behind this statement and whether it's a wise decision for a growing company.
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