[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...
Sales Strategy
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...
Hunt to Win
[vc_row][vc_column width="1/1"][vc_column_text]Web based LeadGen tools are extremely useful for adding prospects to the top of the funnel, but does that mean cold calling is dead? Not even close. In fact recent research demonstrated that faster growing sales...
10 Things You Need to Scale a Business
[vc_row][vc_column width="1/1"][vc_column_text]No one goes into business to fail. In fact most of us gutsy enough to start off on our own have a fair amount of confidence and do so full of hope and visions of prosperity. The truth of the matter though is that many new...
How to Manage a Virtual Sales Force – Outsource
[vc_row][vc_column width="1/1"][vc_column_text]In his March 2011 Inc. article, How to Manage a Virtual Sales Force Eric Markowitz presented a strong case for the benefits of a virtual sales force and outlined procedures for managing from afar. He wrote that a virtual...