Through our blog posts, we are looking to share not only the value that interim and fractional sales leaders bring to an organization. We also cover a variety of topics and share our experiences, all of which are part of the “day-in-a-life” of a sales professional.
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After 30 years in sales, revenue, or growth, most executives have done a lot of different things; in fact, many LinkedIn profiles look alike. Most everyone has worked at a few nameplate accounts, has delivered substantial growth, has built and transformed, hired and coached, and exited successfully. But now it is time to identify your superpower!
Read MoreI get asked quite often about the state of the Fractional Industry and what I am seeing on the supply and demand side. My answer runs the risk of being self-serving, and at the same time, as an industry, I feel we need to tell the story. If we don’t, who will?
Read MoreJennifer had her eye on the clock, trying to meet the company expectations. She was worried about her own bills. What she wanted to do was get them their product and move on.
Read MoreSalespeople have been trained to persuade, convince and even cajole buyers into making a purchase. However, I think a new paradigm should be looked at. Instead of trying to sell, focus on helping buyers to buy.
Read MoreWhile competency and skills are undoubtedly essential factors, ignoring DNA match entirely can lead to serious issues. Employees who do not fit in with the organizational culture may be less motivated, less engaged, and less likely to stay with the company long-term.
Read MoreRaise your hand if you’ve heard about the early-stage CEO/Founder who listed their #1 concern about reaching scale was boiled down to simply “getting my marketing and sales teams aligned”.
Read MoreThe vast majority of products and services in B2B address a need that is already addressed. The customer is spending on a solution today, their current ‘habit.’ And the job of a salesperson is to change this habit. It requires the proverbial ‘better mousetrap’ or at least the appearance of a better mousetrap.
Read More“How is DEI addressed in your company?” That was the question I was asked by the leadership team of a DEI Consulting Firm when they were interviewing us for a possible engagement. I fumbled…
Read MoreThere is Quiet Hiring, Quiet Quitting, and Quiet Firing. Or, as it used to be called, Providing Opportunities, Working 9-to-5, and Bad Leadership.
Read MoreWhen Founders, Owners, or CEOs comment that their Fractional Executive did not work out, when they complain equally about hiring and firing salespeople because they didn’t perform, or when the average tenure of their first full-time sales leader is somewhere between 12 and 18 months, it often goes back to not selecting the perfect match.
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