2021: What’s your plan?

2021: What’s your plan?

2021: What’s your plan? Positioning your sales team for post-pandemic success. The third quarter of a tumultuous 2020 is in the books, and we are well into the fourth quarter. Businesses everywhere have begun to think about 2021. While no one can predict what...
I know my people…really?

I know my people…really?

Can you handle the truth? One refrain that we hear over-and-over again is that “I know my people.” It’s a statement made by owners and CEOs when we are discussing their sales force.  I heard it just the other day from the CEO of one of our...
Virtual Selling…Is Your Team You Ready?

Virtual Selling…Is Your Team You Ready?

Four questions leaders should ask about virtual selling COVID-19’s impact on society has been astounding. The effect on business to business (B2B) sales is transformational. Google the term “virtual selling,” and a seemingly endless list is returned....
Capturing Cross-Selling Opportunities

Capturing Cross-Selling Opportunities

How to Successfully Cross-Sell McKinsey & Company’s “Capturing Cross-Selling Synergies in M&A” white paper discusses a fascinating paradox. Firms increasingly rely on cross-selling to generate post-transaction revenue while frequently falling short of fully...
Post COVID Selling..What’s Next?

Post COVID Selling..What’s Next?

How Healthy Is Your Sales Model? In the wake of the coronavirus’s unprecedented impact, our clients are repeatedly asking two questions. What is the long-term impact on my business? How can we position ourselves to emerge from the crisis with a competitive advantage...