Third in a series on Sales & Marketing Integration... In many organizations sales and marketing operate unilaterally. Why is that, and how can you focus their energy towards increasing sales [...]
It is a cliché, but some of the most important discoveries have been by accident. I stumbled upon Google Docs when working with 2 colleagues on a report - we [...]
Second in a series on Sales & Marketing Integration… Whether your organization operates in a B2C or B2B environment, whether your company is large or small, or whether you sell [...]
1. Play for the long run. You are trying to change behaviour and learn new skills - that takes time and means that the training needs to be on-going and [...]
Here’s a list of 6 steps that might suggest you should not invest in sales training: 1. Do you have the right people worth investing in? Do they have what [...]
Lately I have been seeing many blog posts and articles heralding the death of the term innovation. I am in Asia as I write this and through conversations with locals [...]
Route to Market – is your sales organization optimized? When was the last time you reviewed the structure of your Sales Organization? How has the marketplace changed since then? Many [...]
I am frequently asked “What is the difference between collection scores and other types of risk scores”? A risk score is built to predict the likelihood of an account going [...]
Here are two great succession planning checklists. This one is from the CFIB. This one is from Downey & Company, a CPA firm. It’s great that there is so much [...]