One of my former leaders would often say we did strategy projects masked as organizational design projects. Why would he claim that? The reality is...
This June marked the 10th anniversary of the U.S. economic expansion that began in June 2009. That’s quite a run.
But practically, it also means it’s...
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As we approach the fourth quarter – that last push of the year – there’s some good news and some bad news.
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Selling complex solutions to modern buyers is hard. Your teams should be looking for every edge possible. A low-hanging fruit for every team is the...
What’s it like to buy from a great sales rep?
For the past decade, marketing and sales have been searching high and low to answer this question. We...
In military strategy, flanking is attacking the opponent from the side. It’s effective because the enemy’s strength is usually concentrated at the...
“Ya Gotta Believe!”
In 1973, Tug McGraw instilled these three words into every NY Mets fan. As the All-Star break ends and we see ourselves far away...
Modern buying has impacted nearly all aspects of sales. And many sales organizations have stepped up to fill the gaps – mostly. Every day we work with...
Companies continue to struggle to align their sales teams to modern selling situations. Customers have more information, options, and barriers to...
We were recently with a Chief Revenue Officer who was complaining about her reps’ bad customer conversations. She talked about her attempt to...
