Investing in a CRM System Will Fail
Investing in a CRM System will fail unless you teach your sales team a system for communicating with your prospects and customers. The system is really quite simple and it falls into three distinct buckets. 3 Big Buckets Product and Service Knowledge Customer, Markets...
How To Manage a Rep Network
Most manufacturers have outside reps. These are self-employed individuals or in some cases, larger businesses who employ many reps. They are not on your payroll. This in itself is a management challenge. Herding cats, managing a legal partnership, controlling a five...
The CEO’s Sales Audit – 10x thinking.
Imagine you’ve just been appointed CEO of a private company or a division of a public company. It doesn’t matter if you’ve been in the job 10 years, I’m asking you to imagine! How would you audit your sales performance? How would you know if...Strategic Account Management – The Punchlist
You know it has to be easier going back to the well! Cold calling strangers, even ones that should have the right problem you can solve, is tough. So why don’t more companies have a measured, tactical approach to “farming” their existing...The Sales Profiles of the 20 Year Old Company
Every company is different. Every business has a lifecycle. Hopefully you will recognize some or all of your company’s profile in these graphs. The question that needs to be asked is always where do I go from here? But first you need to do a deep dive to...Operational Excellence For Exits
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