In most companies, mediocrity is the silent killer of growth. Not failure—because failure gets noticed. Not inefficiency—because inefficiency can often be fixed with tools and automation. The real problem is being average—and the staggering costs that come with it. Over the past 7-8 years, we have consistently asked CEO’s the same question to get their […]
In the quest to supercharge sales teams and skyrocket performance, many organizations fall into a familiar trap: equating more tools and technology with better sales outcomes. This assumption leads to a significant misalignment between the problems sales teams face and the solutions executives choose to deploy. The allure of efficiency—doing things faster and with less […]
Strategic account planning is a vital component of B2B sales and marketing strategies, enabling organizations to cultivate and nurture valuable relationships with key accounts. However, navigating the complexities of strategic account planning comes with its own set of challenges, each requiring careful consideration and proactive management. We’ll cover a couple of the most obvious challenges […]
Meet Sarah. She’s a mid-career salesperson working in enterprise software. Sarah knows her job isn’t just hard—it’s brutally hard. Her territory covers 300 accounts, ranging from scrappy startups to Fortune 500 giants. Her manager wants more meetings booked. Marketing keeps dropping generic campaigns in her inbox to forward. Customers will meet with her if they […]
Sales management may well be the hardest job in any company. Sales managers are the linchpin between senior leadership and the front-line sales team, juggling a near-impossible set of expectations. They are asked to lead, manage, coach, and don’t forget sell—all while dealing with immense pressure to execute. Compounding the challenge, many sales managers are […]
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 […]