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Key Account Penetration Checklist

Key Account Penetration Checklist

by Ian Smith | Jul 10, 2017 | Sales - Farming

Scaling private companies is tough. We work with our portfolio clients to help prioritize and execute activity that will move the dial. This ensures our clients grow safely, in control, aligning all actions to the the strategic plan, and thus improving the...

The New Sales Playbook for Manufacturers – 5 Moves

by Ian Smith | Sep 8, 2013 | Sales - Farming, Sales Management, Sales Process, Sales Tips, Scaling

 Last week the WSJ highlighted a fascinating study published by The Boston Consulting Group (BCG). The study claimed: Adjusted for productivity, US average labor costs by 2015 will beat Japan by 18%, Germany 34% and France 35%. It details how declining energy...

The Art of Prospecting is Dead – 15 Tips to Change That!

by Ian Smith | May 23, 2013 | Sales - Farming, Sales Process, Sales Tips

I was chatting to a good friend the other day who leads one of the leading Sandler Sales Training Practices in the US. His key takeaway from the last 5 years – sales professionals have lost the art of prospecting! I’ve blogged about the inbound marketing...
Training a World Class Sales Team – 3 Simple Categories

Training a World Class Sales Team – 3 Simple Categories

by Ian Smith | Dec 30, 2012 | Sales - Farming, Sales Process, Sales Tips

Mentoring your sales team to fulfill their potential is never easy but I see real confusion out there and it’s making the task so much more difficult than it needs to be. All sales training can and should be taught in three distinct categories: 3 Big Categories...
Customer Development – The Tourist v The Resident

Customer Development – The Tourist v The Resident

by Ian Smith | Nov 14, 2012 | Sales - Farming

Are your sales team tourists or residents? A tourist rarely has time to map out all the streets, investigate their favorite Thai restaurants, get to know local people, build relationships with the natives. A resident on the other hand puts down roots. Builds...
Sales Professionals – 15 Questions To Ask Yourself

Sales Professionals – 15 Questions To Ask Yourself

by Ian Smith | Nov 6, 2012 | Sales - Farming, Sales Tips

Sales is a great place to be if you want to be in sales, as one of my top salesmen once said to me! It’s like running your own business. It demands that you think like a businessman. So here are my top 15 questions every sales professional should be asking...
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Recent Posts

  • Valuation Vs Saleability – Mind the Gap
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The Acquirer

  • Valuation Vs Saleability – Mind the Gap

    Valuation Vs Saleability – Mind the Gap

    March 16, 2025
    There is a common misconception amongst entrepreneurs that the valuation of their company for whatever reason by experts in the …Read More »
  • Agenda Setting – An Organizational Tip

    Agenda Setting – An Organizational Tip

    January 5, 2025
    Who sets your agenda in the organization? It is a question that uncovers a flaw in most businesses as they …Read More »
  • Budget Tips & Frameworks

    Budget Tips & Frameworks

    October 24, 2024
    It’s budget season and I thought it would be helpful to gather previous blog posts covering some practical tips. The …Read More »

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