In the late 1990s, Apple was floundering. Bloated with overlapping product lines, the company had lost its way. Then Steve Jobs returned. His first move? Slashing Apple’s sprawling portfolio from dozens of products to just four. Critics balked, but Jobs was unfazed. “Deciding what not to do is as important as deciding what to do,” […]
Let’s face it—business today is drowning in noise. Strategy decks stretch for miles. Objectives read like a grocery list. Teams work tirelessly, yet the needle barely moves. We say we’re “busy,” but when was the last time you could confidently say you were effective? This isn’t just a bad habit—it’s often a crisis that creates […]
Ineffective Development A recent study by CSO Insights found that around 60% of sales organizations globally consider their sales manager talent development efforts to be ineffective. Given this, it is no surprise that Salesforce.com reports only 28% of sales professionals expect to hit quota in 2023. While pinpointing the top causes of not effectively developing […]
Unraveling the True Essence of Sales Strategies In the vast expanse of sales literature and training programs, the term “methodology” is often used with a liberality that borders on the misleading. When we peel back the layers of what is commonly presented as a sales methodology, we frequently find not a structured method but a […]
Beyond Efficiency to Effectiveness In the rapidly evolving landscape of sales technology, artificial intelligence (AI) has become synonymous with efficiency. From automating mundane tasks to optimizing lead scoring, the predominant narrative is about doing more, faster. However, this focus on efficiency, while valuable, often overshadows a more crucial aspect of sales success: effectiveness. As we […]