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...
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...
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...
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...
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...
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...
