Blog
Top Five Problems Faced by Sales Leaders …and how to address them
In January, sales coach and consultant Mike McCormac posted an interesting blog article entitled Top Five Problems Facing Sales Leaders in 2012. It’s a bit long, but a decent read and worth passing on. The “Five Problems” he addresses (missed objectives, insufficient...
8 Things Your CRM Should Tell You
8 Things Your CRM Should Tell You Are your sales figures living up to expectations? If not, can you pinpoint why? Do you know what you need to do to turn things around? If you’re using your CRM system correctly, you should. If you’re not, there is no better time than...
Sales as a Team Sport
[vc_row][vc_column width="1/1"][vc_column_text] True or False? “When likening business to sports, successful selling is like marathon running. It takes time, training and talent, but not a lot of teamwork.” False! When it comes to winning at sales, teamwork is one of...
Go LEAN with Sales as a Service
[vc_row][vc_column width="1/1"][vc_column_text]At the heart of it, most effective CEOs understand the value of eliminating waste and implementing lean process improvement. Many, however, do not apply the same thinking to their sales departments. As Ram Trichur, Maria...
Get Serious about Sales
In their HBR blog post, CEOs Need to Get Serious About Sales, Ram Trichur, Maria Valdivieso de Uster, and Jon Vander Ark argue that CEOS that want to get serious about growth need to get serious about sales and sales management. Why? Because, so they say, “CEOs who...
Win Big by Doing the Small Things Right
[vc_row][vc_column width="1/1"][vc_column_text] What can a business development professional learn from an Olympic swimmer? Work smart not just hard, pay attention to the details and stay calibrated. With 20 years in the sport and 16 Olympic medals (14 of them gold)...
So What Is Business Development, Really?
[vc_row][vc_column width="1/1"][vc_column_text]At NuGrowth, we hear time and time again that people consider business development to be nothing more than inside sales reps picking up the phone and dialing for appointments. That couldn’t be further from the truth. As...
Divide and Conquer
[vc_row][vc_column width="1/1"][vc_column_text] Business Development Strategy Throughout history, military and political leaders have used a strategy of divide and conquer to attack more efficiently, overtake nations and win political office–breaking the path...
3 Steps to Managing a Sales Territory
[vc_row][vc_column width="1/1"][vc_column_text]Our last post, Are Your Sales Representatives the CEOs of their Territories? touched on the 3T’s every sales representative needs to have in order to really take ownership of their territory. This one will take it one...
Are Your Sales Representatives the CEOs of their Territories?
[vc_row][vc_column width="1/1"][vc_column_text]Are your sales representatives the CEOs of their territories? Do they posses the right combination of vision and attention to detail? More importantly, have they been given the tools and the systems necessary to empower...