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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It is a very personal list. Because what I may consider bad Sales Management is looked upon very favorably by someone else. So, what follows is simply the summary of observations and interpretations over decades of working as and with Sales Managers.
Read MoreWhen it comes to hiring a senior sales leader, there are two main types of candidates to consider: those with big company experience and those with entrepreneurial experience. Each has its pros and cons, and the decision criteria for choosing the right candidate for your business will depend on several factors.
Read MoreA gifted founder CEO, often with a vague-at-best exit strategy, who’s both the lead technician and the company’s best/only salesperson. And a resistance to standardization, usually attributed to the bespoke, variable, heuristic, or technical nature of the work itself.
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 MoreAre you struggling to close deals and are losing customers to your competitors? The reason could be that your sales and marketing efforts are not fully integrated.
Read MoreIn the course of helping clients find their ideal CROs, I hear the gamut of perspectives from both the client side and the executive side on the role of Sales Head and the Chief Revenue Officer. The terms and roles are often used interchangeably, and the definitions of each role vary widely.
Read MoreIn a world where every start-up business wants to quickly expand and leave a mark on the world, the obvious question is how to do this successfully. For most businesses, it does start with building out a global sales team; Taking the service or product developed in one part of the world and selling it in another.
Read MoreIn conversations with seasoned sales executives about their experience is scaling companies, I reflected on the distinctions of "leadership" and "management" in leading sales teams. Can the same person be both a sale leader and a manager? Even though the terms are often used interchangeably, they do have distinct roles and responsibilities.
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 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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