Jun 15, 2023 | Leadership, Sell More, Strategic Thinking
Note: This post was written to recognize a successful industry journal. The message applies to every sales force! The pitfalls of a traditional legacy sales approach When Sanitary Maintenance was first published in 1943, Franklin D. Roosevelt was President of the...
Nov 15, 2022 | Hire Better, Leadership, Research
How to improve sales hiring success Senior leadership invariably wants to hire better salespeople. It begs the question to ask better than what? Better than the existing salesforce? Better than the competition? Better than the top five percent of all salespeople?...
Oct 10, 2022 | Leadership, Research, Sell More, Strategic Thinking
Selling into a Recession…Does it matter? We’re seeing an interesting phenomenon. Many companies are reporting record sales and see nothing but blue skies ahead. Others see storm clouds on the horizon and have already begun laying off salespeople....
Aug 2, 2022 | Leadership, Sell More, Strategic Thinking
Sales strategies for turbulent times. As I write this, we’re facing crippling inflation, persistent supply chain problems, and soaring gas prices. The stock market fluctuates wildly. The Federal Reserve is raising interest rates to cool things down. If it goes...
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...
Jan 20, 2022 | Leadership, Sell More, Strategic Thinking
Five steps to successful inside sales. Inside sales. Inside sales. Inside sales. Our clients have been asking about this topic more than any other. Business-to-business (B2B) inside sales growth is unambiguous and irreversible. Numerous studies confirm the increasing...
