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...
I know my people…really?

Six Sales Questions for CEOs

We are only a month or so into the new year…and a new decade. Leaders everywhere are universally optimistic.  Should they be? Is your optimism justified? Fast forward 12 months.  What’s different? Will you have achieved your sales objectives? The research is clear, an...