Practice Makes Perfect – The Sales Team
My post today was inspired by this WSJ article by Doug Lemov, Practice Makes Perfect – And Not Just for Jocks and Musicians. As Lemov states: what drives mastery is encoding success – performing an action the right way over and over. The Sales Team Role...
Why Salesforce Won’t Increase Sales
Great technology can transform the productivity of any process. Just look at what spreadsheets did for financial modeling. But you need to know how to capitalize on the technology. Spreadsheets need a process. You need to be clear on your input fields, you need to be...
CEOs – Are you driving sales?
I get the opportunity to work with talented CEOs and many of my portfolio companies are achieving great success in a difficult economy. However I sense there is always a worry in the head of the CEO that staff are really engaged in the subject of sales growth. Often...
Staging Your Business For Sale (even if you don’t sell it)
It’s very tempting to compare the buying and selling of houses with businesses. Be careful. For example buying another business is like buying a house but only if you include the family inside it! Selling a business has similarities to selling a house, ignoring...My Experience with the Prime Process and Diagnostic Selling
It was in 2005 as our software business was posting solid results that I pulled together our senior sales team for a review. We had successfully implemented the Sandler Sales System with help from a local Massachusetts training company who helped really sharpen the...Operational Excellence For Exits
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