The enemy of a repeatable, scalable sales engine is variability. This Fall we have had many conversations on the topic of sales playbooks. For the benefit of everyone, we decided to “blog-itize” key aspects of these discussions. In a nutshell, our experience with clients of all shapes and sizes reveals the best way to improve […]
An Occasional Riff
A few observations, often triggered from current and past engagements.
Advantages of Using Fractional Sales Leadership
* This is an update to our blog originally posted February 5, 2017. * Forward-thinking CEOs of emerging companies are turning to fractional sales leaders for help accelerating revenue growth. Why, You Ask This is the quickest way to access proven sales leadership. Roles like CFO and COO are well-established as fractional or interim, so […]
Wonder Woman: The Greatest Sales Movie Ever
Last weekend marked the third time I have taken one of our daughters to see Wonder Women since Warner Bros. released this summer’s blockbuster staring Gal Gadot. She would watch it over and over if we’d let her. But the film is more than a marvelous character and great story…I saw in Wonder Woman attributes that make […]
Why Sales Miss and What to Do About It
Every leader experiences this at least once, and often several times. This can range from growth that decelerates, stalls, or outright retreats from earlier highs. If left unaddressed, sales will remain stuck in neutral, or worse continue to erode. But having sales fall short of expectations is an opportunity to turn lemons into lemonade: gain […]
Backpackers Guide to Pricing for Emerging Companies
Pack light. Check Map. Move briskly. In travelling the landscape of emerging companies, I’ve noticed pricing often needs a “health check.” At least three out of four have prices below customer perceptions of value. Why? Reasons may vary. Lack of precision around why customers buy. A “feeling” the market won’t support a higher price point. A low […]