Menu

Insights

Other

Is Your Company Complacent?

Over the past 20 years, my main focus has been to turn around lack luster sales and marketing organizations. I have done so over 50 times, and one of the

Read More »

Five Factors Affecting Revenue Growth

When thinking about how to accelerate revenue growth, many executives immediately focus on Sales and Marketing to see what they are not doing that they should be doing. Indeed, Sales

Read More »

The Close

Closing tends to be the most expected event in the sales process for management, sales, and prospects. While stressful, it needs to be done with care and professionalism. Your responsibility

Read More »

The Challenge of Networking

Referral prospecting is one of the most efficient, and least frustrating, of all sales methods. It is a closing activity that needs to be practiced, rehearsed and tracked for efficiency.

Read More »
existing customers

Smarter Negotiating

All of us negotiate. We make some deals and some we miss out on completely. Sometimes we achieve more than anticipated; other times we leave a lot on the table.

Read More »

Is Your Company Complacent?

Over the past 20 years, my main focus has been to turn around lack luster sales and marketing organizations. I have done so over 50 times, and one of the most common phrases I hear from clients is: “It is what it is!” I have found that when clients use that statement they are saying

Read More »

3 Questions to Ask when Interviewing Potential Hires

In this job market, when companies have open Teleprospecting positions (or any open positions, for that matter) they tend to receive a large number of resumes.  The position is open for a reason and any delay in filling it may delay sales funnel growth.  That is why companies feel compelled to get the hiring done

Read More »

Shrinking Idea to Revenue Cycle Time

We define Idea-to-Revenue (I2R) Cycle Time as the time it takes from the moment an idea is born within a company to when it is out in the market fully supported and ready to be sold. C2R cycle times can be unnecessarily long, partly due to lack of best practices, and partly due to limitations

Read More »

Five Factors Affecting Revenue Growth

When thinking about how to accelerate revenue growth, many executives immediately focus on Sales and Marketing to see what they are not doing that they should be doing. Indeed, Sales and Marketing are two places companies should assess why they are not meeting their growth objectives. However, it appears that there are other powerful factors

Read More »

How the “Care Factor” Impacts Revenue

When I was VP of North America Teleprospecting at a $3B Global IT Solutions company, I managed a team of 40+ Teleprospectors based in the US, EMEA and AsiaPac. Our job was to feed quality Sales Qualified Leads (SQLs) to the 1500 person Field Sales team. Our focus was Global2000 companies with budget to purchase

Read More »

The Close

Closing tends to be the most expected event in the sales process for management, sales, and prospects. While stressful, it needs to be done with care and professionalism. Your responsibility is to work the earlier stages of the sales cycle so that closing becomes a natural conclusion where both parties benefit, creating a Win-Win situation

Read More »

Want To Learn More About Our Insights?