It is critical to become a "talent magnet" and create a steady pipeline of top people. Those organizations that endear themselves to the Millennials will endure.
Mary Ann McLaughlin
Consider your role model(s); those that are the definition of "successful" in your mind. You may believe that they have natural abilities (and you don’t) and that is why they are successful. However, if you study their actions, interview them, read their biographies, or listen to a podcast about their habits, you will find that these successful people are all willing to do things that others simply do not do.
In the hundreds of companies that we have studied at Butler Street, along with the analysis from our research division, we have found some common themes in companies that struggle to win. If your company allows any of the following situations to happen, it may well be what’s preventing you from winning and will certainly be what will prevent you from winning in the future.
When I get asked by sales professionals all around the county how they can overcome the “Your Price is Too High” objection, my response is you must first understand that in their operating reality, your prospect is right. Your price is too high. For now.
One of the most critical plans in any organization and a very common question we receive is: "How should I craft a compensation plan for my salesforce?" The salesforce represents your brand in the marketplace, makes or breaks your revenue and margin expectations and serves to advance your company mission and vision.
It’s a shame that the Olympics are only held every two years, because there is a story and a lesson for us all.
My career has given me a unique 360° view of a sales person. Here is what I have found.
It is the starting line of the New Year and sets the pace for the next 12 months. As you race through 2016, if you are hitting or exceeding your revenue line, life is good! Your people experience more opportunities for advancement, you can invest more in technology to further accelerate results, you can afford to innovate more and your people are happy. On the other hand...
Being a sales leader is no small task. Being a great sales leader is a true accomplishment.
Let's not kid ourselves, we all clearly understand how the difference between a strong, valued relationship and a competitive relationship with our clients feels. However, what's often missing is the discipline to measure and monitor the quality of their relationships. Worse, there is no organizational strategy to take action in a way that continually advances the relationships.
Are you wondering how to improve forecast accuracy, predict future revenue and close more deals? In a recent survey, CSO Insights reports the following major barriers to a company’s ability to predict future revenue.
The sales manager is arguably the most critical position in any organization.
Increasing revenue and reducing costs are the only two levers available to improve your business performance. While reducing costs should always be a part of a company’s strategy as it invites innovation and process improvements, cost cutting can only take you so far. You just can’t cut your way to growth.
Your Loyal customers are your greatest brand champions, particularly in your social media strategy. They provide word of mouth advertising that has really unique credibility — they are a third party with first-hand experience as your customer!
Let's imagine for a moment that you sit in the C-Suite of a company that is on a rapid growth trajectory. You have strong relationships with the bank and/or access to cash, and you are thinking about acquiring some companies in your space. You want to expand your geographic footprint and/or you want to add some capabilities that you don't currently have in-house today.