by Chris Hatfield The sales industry is rife with work-related stress. A culture of long hours, sales targets and pressure to deliver top-notch customer satisfaction is a pretty heady mix that often leads to burnout. […]
The Trusted Advisors’ Skillset is More Than Selling
by Ton Verleg Recently I was asked what the profile of a Trusted Advisor is. A better understanding of their skills and abilities is very helpful, for example, in recruiting the next generation of salespeople […]
Beware the Chasm: A Hall of Mirrors Filled with the Disappointed Dead
by Chris Beall It may sound too obvious to say, but I’m going to say it: To dominate a market, you must first enter that market. The cookbook for this process can be found in […]
Sales Development: A Cryptic Weapon for Dominating Markets
by Chris Beall The B2B sales development rep, commonly referred to as an SDR, is generally considered to fulfill two functions for a growing company: The SDR role is therefore seen as a way to […]
Trusted Advisors Talk More
by Ton Verleg I was interviewed last week as part of a research project by Gartner. They recognized our sales transformation program, “Sell Like Never Before”, as an industry-leading initiative; hence, they were curious about […]
Part 3: Sales as Strategy – A Radical Proposal for Rethinking Corporate Evolution
by Chris Beall In an acquisition, cross-selling both companies’ products is essential to achieving the hypothesis for success upon which any merger is based. This plan sounds simple; however, due to the structure of traditional […]
Part 2: Sales as Strategy – A Radical Proposal for Rethinking Corporate Evolution
by Chris Beall In Part 1 of this blog series, I wrote that “Almost every acquisition fails to achieve its goals as laid out at the time someone decided it was a great idea,” and ended with […]
Part 1: Sales as Strategy – A Radical Proposal for Rethinking Corporate Evolution
by Chris Beall Sales is the stepchild of business. That’s why it’s the “S” lumped in with “G&A” on so many financial reporting structures. Given the obvious importance of sales, why is this? It’s simple, […]
A Recipe for Disaster…Avoidance
by Chris Beall How to eliminate the #1 risk of B2B startups in 7 easy steps: Step 1: 30 minutes Craft a breakthrough script using plain language. (See https://www.linkedin.com/pulse/five-sentences-change-your-life-part-1-chris-beall/) Step 2: 30 minutes Buy a list […]
Surprising Strategies for Stalled Opportunities
by Ton Verleg Last week I listened to a podcast from Victor Antonio with Matt Dixon (Remember, from the book The Challenger Sales?). Dixon, a researcher on sales behaviours, has recently written a book, The JOLT […]