[vc_row][vc_column width="1/1"][vc_column_text]In 1984, Eliyahu Goldratt introduced his Theory of Constraints in a business novel co-written by Jeff Cox entitled “The Goal.” The theory itself is that constraints (or system bottlenecks) in and of themselves are not...
Sales Strategy
Stop the Insanity
[vc_row][vc_column width="1/1"][vc_column_text]We’ve all heard Albert Einstein’s famous quote that insanity is doing the same thing over and over again and expecting different results. And really... who hasn’t chuckled and thought, “It sure doesn’t take a genius to...
From Software as a Service to Sales as a Service
[vc_row][vc_column width="1/1"][vc_column_text]In 1999 Marc Benioff started salesforce.com in a rented apartment with a few good developers and a goal of revolutionizing an industry. “My vision,” Benioff wrote in “Behind the Cloud”, “was to make software easier to...
Cold start for the New Year? Rethink your sales process.
[vc_row][vc_column width="1/1"][vc_column_text]Are you a CEO or VP of Sales looking at your 2012 forecast and wondering how you’ll get there? If so, you are not alone - particularly if new business development has consistently taken a back seat to the seemingly more...
“Owning Sales” in an outsourced sales relationship
[vc_row][vc_column width="1/1"][vc_column_text]Early in the discussion around outsourcing sales, more than a few CEOs have explained to us their hesitancy to trust an outsourced sales provider. They are convinced that to be successful they need to own the sales...
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...
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...
A Winning Sales Infrastructure
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 and cut them loose in the field. After all,...