I’m a storyteller by nature, so here’s a quick one that illustrates a problem I see all too often. I was working with a client—an $11 million company—running their weekly sales meetings. Every week, we’d review the sales pipeline and talk about potential clients. One...
In mechanics, traction is the force that generates motion between an object and the surface it’s on, either through friction or shear force. The use of the word in business feels the same, doesn’t it? Many business owners start off only understanding the shear force...
The advantages and disadvantages of outsourcing sales to manufacturers representatives are well established and are typically summarized by the opposing forces of need for control versus desire for variable cost. An internal, or “direct”, sales force is...
Overview The client had a broad portfolio of capital equipment healthcare products, maintenance agreements and financial service offerings. The products were designed for a continuum of variably sized customers in an array of different medical specialties. There were...
My business is in a period of strong growth, what should I do now? Things are going well… until they aren’t. Sales are good, you are adding new clients, people are excited, your friends notice how well things are going and then, one day, it happens. You...
I’m a storyteller by nature, so here’s a quick one that illustrates a problem I see all too often....
In mechanics, traction is the force that generates motion between an object and the surface it’s...
The advantages and disadvantages of outsourcing sales to manufacturers representatives are well...
Overview The client had a broad portfolio of capital equipment healthcare products, maintenance...
My business is in a period of strong growth, what should I do now? Things are going well…...