Jan 2, 2023 | Coach Effectively, Sell More, Strategic Thinking
The key to making your 2023 sales number. You may be saying to yourself, “2023 is just getting started. I have all kinds of time.” No, you don’t. Sales do not magically happen. They take time to develop for two reasons: Sales Cycle: Let’s...
May 27, 2022 | Coach Effectively, Leadership, Research, Strategic Thinking
Understanding the real cost of sales. Every CEO we work with is concerned about the cost of sales. They know how much they spend on their sales organization as a percentage of gross margin and total revenue. The most astute CEOs understand that traditional measures...
Mar 22, 2022 | Coach Effectively, Strategic Thinking
The holistic approach to sustainable growth The best CEOs are solid strategic thinkers with a vision they implement through strategic planning. Ironically, their approach to revenue generation is rarely as rigorous as their approach to the rest of their business. They...
Sep 9, 2021 | Coach Effectively, Leadership, Sell More
What Ted Lasso can teach you about sales and sales leadership. I have a confession. I am hooked on Ted…Ted Lasso. Ted Lasso* is an award-wining comedy on AppleTV+. The series follows an American football coach, Ted Lasso, who is hired to coach an English premier...
Aug 18, 2021 | Coach Effectively, Leadership, Strategic Thinking
Selling in the Post-Pandemic Economy The post-pandemic economy is on a tear. It’s one of the most exciting and explosive periods of expansion since WWII. All the signs of a once-in-a-generation year are there. The wholesale sales index is showing double-digit...
Oct 9, 2020 | Coach Effectively, Research, Sell More
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...
