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Archive for September, 2015

The Best Way to Improve Sales or Ticking Time Bomb?

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The Best Way to Improve Sales or Ticking Time Bomb?

The approach to improve sales is an endless list of efforts in many areas. To improve sales you could search for… new market segments, more robust prospect lists in existing segments, higher level influencers in each target prospect (CEO, VP Operations etc), more networking opportunities, partnerships in distribution and other channel partners with common goals to tag team with. There are industry / trade shows to attend, continuous marketing efforts and tools to better arm your sales team. There are CRM platforms that can tell you how well your people are communicating and penetrating customers / prospects.

All of these and countless other activities are worthy approaches to building and tracking sales progress. In fact the more you do these activities and track their use, the more likely you will yield more sales. However, at the end of the day, there is no exact formula like (1+1=2) to project sales from all of these efforts. I am a true believer in the synergy of multiple approaches. Yet, if a company is truly seeking better results or Greater Sales Growth from the same kind of activities, I strongly suggest you take a look at your talent pipeline and see what they are truly capable of. If you have a team or team members that cannot execute well, then all of these activities become wasted resources. Put another way, seeking a different result from the same kinds of activity some call insanity.

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Making the business world a better place!

Making the Business World a better place.  In this first installment, I want to honor all of the many people who taught me many, MANY things. Whether it was life and business lessons or the art of building lasting relationships, I learned from the best of the best. An assortment of great people… peers, bosses, senior executives, mentors, and of course my many great customers. As I look back on the past 25 years I cannot help but smile and be grateful for so many wonderful people I met along the way. In some way

The one common theme I learned from all of these people was this simple notion – The professionalism of sales in our world today has and always will be the gold standard by which our profession must live by. As a personal mission and ambassador of the best sales practices and principles I consider myself a true disciple of this honorable craft. Doing the right thing, making a difference in our world and the lives of others has always meant more to me than money. I love business for many reasons, but these principals drive me everyday. Now it’s time to give back and help the leaders of tomorrow.

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