2021: What’s your plan?

2021: What’s your plan?

Nov 12, 2020 | Leadership, Sell More, Strategic Thinking

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?

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...
Virtual Selling…Is Your Team You Ready?

Virtual Selling…Is Your Team You Ready?

Sep 16, 2020 | Coach Effectively, Sell More

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

Aug 20, 2020 | Sell More

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?

Jun 9, 2020 | Sell More

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...