The Insightful Seller
A Story of Transformation: From Struggling Sales to Rapid Growth
In the fast-paced software industry, an emerging company found itself at a crossroads. While the company was growing after being acquired by a Private Equity (PE) firm, they were hampered by faltering sales execution. Despite recognizing the market fit for their...
Stop Chasing Bottlenecks With Controlled Sales Growth
I've had the opportunity to serve on the senior leadership team of numerous organizations to navigate the complex waters of growth and expansion. This is where I gained invaluable lessons on how to achieve both Sales and EBITDA growth success. The common denominator...
A Tale of Transformation: How Strategic Hiring Revitalized a Sales Team
A business owner was increasingly frustrated with his sales team's passive approach to sales. The team had become "order takers," and in the owner’s opinion they weren't putting in the effort to create and close new opportunities. After cycling through yet another...
How to Win More Deals by Closing Sales Skill Gaps
Finding salespeople with the right mindset and expertise is challenging. Clients often ask me where they can find “the right salespeople” to help them win more deals. The scalable, sustainable answer is… we need to develop them. While you should always be on the...
Enable Expected Sales Results With Our Revenue Planning Tool
If you are finding yourself questioning the strength of your sales pipeline and wondering why projections seldom line up with the company revenue goals you established, it may be time to revisit how you design your sales targets. A common disconnect I encounter in...
Navigating Growing Pains: A Family Business Success Story
Two siblings had just finished their first quarter as the new owners of the business their grandfather had established from grass roots and their father invested decades of his life developing. While the plan had always been for the adult children to take ownership...