Sales & The Finishing Line
The analogy with sport involving a finishing line is a fine one. The problem is that most sales professionals think the finishing line is the winning of a Purchase Order. Wrong. The finishing line is a happy, on-boarded customer who is delighted with the improved...
Cookbooks – Selling is a Game of Numbers
Hitting your sales targets is all about giving yourself a platform for success. Giving yourself many roadmaps to success. Every sales professional should know their Cookbook – that is the number of suspects they need to have in their pipeline at the beginning of...The Art of Selling
Sales professionals are in the career building business.The god to worship is not a Purchase Order. It’s the improved performance of your prospect. And not just the prospect company but the actual human being. If you can’t improve the performance of your...
Playbook #3: Sales
Last week we discussed the essential ingredients of the Marketing Playbook. This week we turn to Sales, Playbook #3. However it is important to understand that all of The Playbooks can only succeed if they are aligned and integrated. Again your Sales Playbook will...
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...Operational Excellence For Exits
Acquisition Support Services
Acquirers Need a Playbook
Valuation Gaps & How To Close Them
Our Books
