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...
Aligning Your Company Strategy and Sales Strategy To Maximize The Selling Effort
I distinctly remember sitting in my MBA class 22 years ago, listening to a world-renowned professor lecture us about corporate strategy. You have to be very careful with terms like this, as people tend to define them in their own way, making you think you’re on the...
Keys To A Successful Strategy
Hint: it’s not in the creation of the strategy. Strengths, weaknesses, opportunities, threats. Strategy. Mission and Vision Statements. Corporate culture. ETC, ETC, ETC. I don’t know about you, but I have been through some world class planning sessions and have...
Recent Posts
The $15 Million Illusion: Why Salespeople Chase the Wrong Deals
I’m a storyteller by nature, so here’s a quick one that illustrates a problem I see all too often....
Aligning Your Company Strategy and Sales Strategy To Maximize The Selling Effort
I distinctly remember sitting in my MBA class 22 years ago, listening to a world-renowned...
Keys To A Successful Strategy
Hint: it’s not in the creation of the strategy. Strengths, weaknesses, opportunities, threats....