Latest Thinking

Sales skills evolve along with the new buyers journey

“On average, customers progress nearly 60% of the way through the purchase decision- making process before engaging directly with a company.” Executive Board Marketing Leadership Council Research 2013 This data point has been referred to often since it was published. It's interesting and makes sense, right?  Online research, peer communities and reviews, colleagues, company websites … Continue reading Sales skills evolve along with the new buyers journey

8 reasons revenue teams miss targets (a 60 second read)

Searching for blame instead of cause (bad leads, sales reps are ineffective, CRM is too complex). Failing to identify the cause of a weak sales pipeline before prescribing a fix (let's hire another rep, or develop another piece of marketing content). Lack of congruence between marketing and sales (will lead to #1). Sales presentations and … Continue reading 8 reasons revenue teams miss targets (a 60 second read)

Optimists sell more and here’s how they think

It's all about how you react to events. How you explain the no. The account loss. The quota miss. Optimists react to setbacks from a position of personal power: Bad events are temporary setbacks Isolated to specific circumstances and most importantly - can be overcome by new thinking, effort, creativity and abilities Pessimists react to … Continue reading Optimists sell more and here’s how they think

This visual should provide direction to your talent search

Growth companies - those that outperform peers in revenue improvement - are very effective at expanding the market that they compete in.  Yes, they can grow market share by winning RFP's through some mix of marketing and selling skills, but the accelerator growth comes from moving prospects with latent needs to prospects with active needs. … Continue reading This visual should provide direction to your talent search