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News and Insights
Lots of companies are following Shopify's lead and encouraging, if not requiring, fewer and smaller meetings. Some of you may be dubious about the anti-meeting craze. You will defiantly continue to insist that the leadership team periodically congregate to make…
Imagine a plastic water bottle. The one sitting on your desk, or in the fridge, or the half-empty one that's rolled under your passenger seat. What's the value of that water? It depends. If you have access to safe drinking…
"How do we prioritize target industries?" This question comes up often in my conversations with founders strapped for sales resources and under pressure to deliver a repeatable revenue stream. At companies with a long sales history, industry-specific activity tends to…
I bet you already have a long list of launch announcements and product training sessions for your sales kickoff. That’s important information, but it’s not enough. If your sales people are still having difficulty engaging executive and business audiences, even…
Just 4% of salespeople in the United States sell 94% of the goods and services, according to a study by Gallup and Harvard University. What does this small segment of highly successful sales professionals know that others don’t? A study conducted…
42 Rules for Growing Enterprise Revenue provides practical ideas and proven strategies that boost B2B sales by making every aspect of your business more relevant to customers. The rules cover critical concepts, including:
- Making “Mattering to Customers” your company’s core competence
- Pursuing markets where you’re most relevant
- Cultivating customer collaboration
- Defining value and relevance using the customers context
- Using solutions and industry specialization to increase relevance
- Putting customer relevance into practice through your sales channels
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