Blog
Is Lead Generation Your Achilles Heel?
[vc_row][vc_column width="1/1"][vc_column_text]There are a lot of challenges small to mid-sized businesses face when it comes to sales and marketing -- from how to best connect with prospects to how execute a full scale territory management plan and sync their...
What can an outsourced sales and marketing provider guarantee?
[vc_row][vc_column width="1/1"][vc_column_text]It’s funny that as an outsourced sales and marketing provider we are often asked, “What do you guarantee?” Over the years, we’ve interviewed many thousands of individuals for a variety of positions in sales, marketing and...
Can I Trust an Outsourced Sales Provider?
[vc_row][vc_column width="1/1"][vc_column_text]Business is fluid. Markets change, needs change, new products are introduced and others become obsolete. While some sales principles (such as integrity, courage, passion and empathy) will hold true for eternity, the...
Marketing: It’s All About the Lead
[vc_row][vc_column width="1/1"][vc_column_text]If you skim the web, you will find numerous articles and blogs expounding on the fact that marketing and sales folks just can’t seem to get along and telling you why and how they should. This post is going to take this...
Why More Heads Are Better Than One
[vc_row][vc_column width="1/1"][vc_column_text]In Greek mythology the Hydra, a fierce, multi-headed monster was tough to take down. Reason being, unlike single-headed monsters, where a blow to the head would kill it, if one head was cut off two would grow back in its...
Why Outsource Your Sales Force?
[vc_row][vc_column width="1/1"][vc_column_text]As we talk with business owners and executives around the country we’re consistently told that it is a struggle to create a repeatable, scalable selling organization. The challenges begin with attracting and hiring the...
10 Tips for CRM “Done Right”
[vc_row][vc_column width="1/1"][vc_column_text]Over the years since it was first introduced, Customer Relationship Management (CRM) software has become a critical part of the sales infrastructure of successful organizations. Done right, it can be one of your greatest...
A Winning Sales Infrastructure
[vc_row][vc_column width="1/1"][vc_column_text]Too many business leaders spend too much time thinking product, not sales – and certainly not sales processes and support. Ask them what they are doing to grow their bottom line and they’ll tell you they hired a few reps...
For the Greater Good
[vc_row][vc_column width="1/1"][vc_column_text]In his HBR blog post, Building a Shared Mental Model to Rekindle Collaboration, Jason Green, a Principal with The Cambridge Group, talks about how a “Mental Model” (or shared goals and objectives among all members of an...
Territory Management
[vc_row][vc_column width="1/1"][vc_column_text]Territory management is the development and implementation of a selling strategy that defines the plan and purpose for systemically covering your territory or accounts. Done right, it is a wide scale plan that pulls...