Six Sigma, defined by Wikipedia as “a set of tools and strategies for process improvement originally developed by Motorola in 1985,” is a widely used methodology for increasing throughput while focusing on the customer. In manufacturing terms this translates into...
Sales Tips
The Importance of Coaching in a Sales Environment
There are three essential elements of a successful business development or inside sales operation: people, processes and systems. People, of course, being the men and women that make up the sales team – the hunters, farmers, closers and the managers who oversee them....
What to Consider When Hiring a Head of Sales
Last month Forbes published an excellent article by guest blogger, Dev Ittycheria, entitled 12 factors to consider when hiring a head of sales. We felt it was good enough to share. In his article, Ittycheria makes a strong case for the importance of a good leader and...
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...
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...