When executives put their hiring criteria together, I would implore them to throw out the regurgitated and stale approach so often used and statistically unsuccessful - wait for it - “the rolodex and product experts.”
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It is a simple mantra: “Ok leaders talk about the what, good leaders talk about the why, and great leaders talk about the how.”
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Vendux is a matchmaker, an agency connecting companies with proven executives who will step in and make an impact fast. Because our seasoned executives help growth-stage companies by eliminating trial-and-error when building sales into an effective and repeatable process.
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Too many people like to describe themselves as thought leaders. They want to be recognized as an authority in their field, as the one with the original thinking that others follow. But those true original thinkers are a very rare breed.
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As a founder, owner, CEO, or board member, you define your needs: the goals you want to accomplish, the specifics of your sales structure, the nature of your product, the target markets, etc. …and there is most definitely someone out there who has done that before. The perfect match is bringing their experience into your organization!
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What appears to be an absence of structure, invites everyone to have an opinion. And everyone becomes an expert on how to structure and execute sales, how to pitch to a customer, and to think that the value proposition is really a no-brainer.
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After 25 years of leading sales teams, I have an “assertive and dogmatic” view of what constitutes great sales leadership that I am “firmly or [perhaps] unduly” adhering to.
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It is the “Paradox of Choice”: while increased choice allows us to seemingly achieve better results, it also leads to greater anxiety, indecision, paralysis, and dissatisfaction.
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There is a lot out there: advice from founders and investors, stories of unicorns, tools and services that claim to guarantee success, ultimate tips and steps, … Starting, growing, and succeeding with a startup is complex and has a multitude of aspects.
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In a well-functioning process, numbers are used to standardize, clearly identify the success factors, and measure outcomes of not just the end result but every step along the way.
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