In today’s highly competitive world, increasing sales effectiveness is not just a goal; its a necessity. Business leaders can’t sit back and wish for sales problems to get better. They need to take proactive measures to enhance the performance of their salespeople. Taking a lead role by identifying new tools and process improvements that enable … Continue reading “How AI Can Improve Your Sales Execution”
Are you wondering why your networking efforts aren’t producing leads? Have you or your salespeople made the personal investment in attending networking events, and holding follow-up 1:1’s, but you can’t quite seem to create productive business relationships? If that sounds familiar, you are certainly not alone. I’ve built my business largely through referrals, but it … Continue reading “Is the Time You Spend Networking Paying Off?”
A second-generation business owner had been groomed to take over a manufacturing business from his father, who founded it decades ago. He had always aspired to scale the company to new heights and was excited to finally get the opportunity. However, despite his ambitious vision and dedication, he faced several challenges in driving scalable growth. … Continue reading “Strategic Sales Shift: A Tale of Intentional Growth”
In my experience, I have found that early-stage business exit planning helps my clients focus on accelerating their speed to revenue — the rate at which they generate income. This focused lens allows for a thorough evaluation and optimization of sales infrastructure that can also significantly enhance business value. Whether you’re planning to exit your … Continue reading “Boost Your Business Value: Enhance Sales Intangible Capital”
In the fast-paced software industry, an emerging company found itself at a crossroads. While the company was growing after being acquired by a Private Equity (PE) firm, they were hampered by faltering sales execution. Despite recognizing the market fit for their product, senior leadership, comprising the CEO and the PE firm that had acquired the company for … Continue reading “A Story of Transformation: From Struggling Sales to Rapid Growth”
I’ve had the opportunity to serve on the senior leadership team of numerous organizations to navigate the complex waters of growth and expansion. This is where I gained invaluable lessons on how to achieve both Sales and EBITDA growth success. The common denominator of these businesses was the ability to anticipate and swiftly execute critical … Continue reading “Stop Chasing Bottlenecks With Controlled Sales Growth”
A business owner was increasingly frustrated with his sales team’s passive approach to sales. The team had become “order takers,” and in the owner’s opinion they weren’t putting in the effort to create and close new opportunities. After cycling through yet another sales leader, the owner decided he had to get some first-hand experience to … Continue reading “A Tale of Transformation: How Strategic Hiring Revitalized a Sales Team”
Finding salespeople with the right mindset and expertise is challenging. Clients often ask me where they can find “the right salespeople” to help them win more deals. The scalable, sustainable answer is… we need to develop them. While you should always be on the lookout for top talent, you’re best bet is to identify salespeople … Continue reading “How to Win More Deals by Closing Sales Skill Gaps”
If you are finding yourself questioning the strength of your sales pipeline and wondering why projections seldom line up with the company revenue goals you established, it may be time to revisit how you design your sales targets. A common disconnect I encounter in businesses of all sizes is the lack of cohesiveness between the … Continue reading “Enable Expected Sales Results With Our Revenue Planning Tool”
Any business executive who has hired the wrong sales leader knows how detrimental it is to your business. The process of finding or replacing a sales leader can be a perilous journey fraught with multiple risks to the organization. Those about to embark on hiring their first sales leader are wise to recognize the importance … Continue reading “How to Set-up Your Next Sales Leader for Success”