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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The phrase "easier said than done" is a timeless adage that resonates deeply across various aspects of life. From fitness resolutions to learning a new language, the gap between our aspirations and reality is often wide and, at times, insurmountable.
Read MoreDo you remember when you last bought something even though you did not like the salesperson? For me, the few times I remember, are always associated with anger, frustration, and feeling trapped and without choice. And every time the purchase is followed by buyer’s remorse, not because of the product, but because I really should have walked out to make a statement.
Read MoreIt's more common than not that clients don't always know what they want or need, or cannot clearly articulate those needs. This reality means there are unique dynamics in "mind reading" or reading the "tea leaves" with B2B clients in these situations.
Read MoreIt is a tug-of-war between remote, hybrid, and traditional in-person models. This seismic shift has not only altered the dynamics of how buyers and sellers interact. It has also prompted a rapid evolution in the expectations and methodologies of sales leaders, and what factors business owners might consider when hiring.
Read MoreAs a start-up gears up for a Series A investment, early-phase scaling becomes imperative to secure funding. In the absence of a foolproof playbook, the path forward is far from clear-cut or universally acknowledged. The typical playbook often suggests hiring a VP of Sales, a move fraught with challenges:
Read MoreMost CRO’s are really focused primarily on New Logo Sales. Often, the CRO has a peer called the Chief Marketing Officer who is goaled on metrics related to Reputation and Demand Gen (leads). There is another peer, the Chief Customer Officer or Head of Customer Success who is goaled on Adoption, Renewals, and sometimes Expansion.
Read MorePartner/Channel programs fail for a variety of reasons, and the specific causes of failure can vary depending on the strategy or lack thereof. Based on my 30 years of partner/channel program strategy development and execution, here are the top five reasons why partner/channel programs fail:
Read MoreThe world of sales – a place where every rejection feels like a lemon hurled at your face. But fear not, fellow sales warriors, for in the citrus-infused battlefield, there lies an art to turning those lemons into the sweetest lemonade.
Read MoreThe player/coach model, once a prominent feature in professional sports, has experienced a decline over the past twenty years. This trend can be attributed to the increasing complexity and demands of modern sports, which require specialized coaching expertise.
Read MoreI have conversations on a regular basis with business owners and founders who expect much more magic on the sales side of their businesses than they would otherwise with other functional areas like HR, Finance, or Engineering.
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