Our thinking

Our thinking

Different Players, Different Game

Different Players, Different Game

            Has this ever happened to you?  You think you’re all set for a sales meeting when you learn that the people you were planning to meet with have shuffled the deck and “others” will be joining the meeting. How does that make you react?  Your brain may tell you Read More Read More
You Say Tomato, I Say Sales

You Say Tomato, I Say Sales

It’s funny.  In many professions, the words “sales” and “selling” are taboo. If you’re in tech or professional services, you may call it business development, or biz dev if you’re a righteous dude or dudette.  In banking, you may call it BD or even marketing.  You may also “monetize” or “commercialize.” And the people who Read More Read More
Sales Hiring Mistakes: The 2 Hidden Costs of Choosing the Wrong Candidate

Sales Hiring Mistakes: The 2 Hidden Costs of Choosing the Wrong Candidate

What’s your firm’s success rate in choosing business development talent who’ll ramp quickly and hit goal? It’s a question that many companies aren’t clear about.  At their best, most sales managers select sales candidates that fail as often as they succeed.  So, it understandably becomes the norm: nobody’s perfect, your underperformers may finally break through, Read More Read More
PIVOTING YOUR SALES ORGANIZATION: MAKE SHIFTS THAT STICK

PIVOTING YOUR SALES ORGANIZATION: MAKE SHIFTS THAT STICK

Are you making changes to your sales organization with new leadership, a new CRM, going after a new channel or larger clients, or trying to sell solutions that cross multiple lines of business?You probably won’t be surprised to learn that roughly 70% of efforts by organizations to change direction are unsuccessful.  So, what are some Read More Read More
Consultative Selling with a Wooden Racquet

Consultative Selling with a Wooden Racquet

Does your sales organization gain enough client information to win consistently? Are you old enough to remember Bjorn Borg, the Swedish tennis phenom?  You know, long blond hair, headband, scruffy face.  His fitness and innovative topspin forehand helped him win 11 Grand Slam titles in the 1970’s.  Less memorable was his comeback in the 1990’s.  Read More Read More
Will Your Dogs Hunt? (What the data says about sales “hunters”)

Will Your Dogs Hunt? (What the data says about sales “hunters”)

How’s your new business development going during this crazy “new normal?” Are your people getting out there and hunting for new opportunities so your business can continue to thrive? However you feel about using the phrase “hunter” in sales (wouldn’t that make clients a target to be tracked, followed and killed?), it’s generally used to Read More Read More
Goldilocks and the Three Empathies (a COVID-19 tale)

Goldilocks and the Three Empathies (a COVID-19 tale)

Tired of being confined to her cottage during the COVID-19 crisis, Goldilocks decided to take a walk through the Enchanted Forest and gather ingredients for dinner.  She came upon a market, considered by the king to be an essential service, where local farmers were still permitted to sell their produce. She approached the first vendor Read More Read More
Low Tide at Revenue Beach

Low Tide at Revenue Beach

One of the most interesting things about going to the beach is the change in scenery at high and low tide.  High tide is about abundance.  Low tide, on the other hand, reveals all sorts of unusual things: shells, starfish, sea glass, tires, shovels and rocks. For growing your business, the last ten years have Read More Read More
The #1 Action Your Salespeople Should be Taking Today (and why 95% of them will probably not do it)

The #1 Action Your Salespeople Should be Taking Today (and why 95% of them will probably not do it)

As a business leader, are these extraordinary times re-stacking your daily priorities and decisions?  Does your sales organization feel paralyzed — with activity and results way off, and a pipeline that seems to have vanished? No doubt, this is a difficult time to be selling.  The pandemic impacts people, companies, industries, markets and the economy.  Read More Read More
Hidden Gems: Finding Your Future Rainmakers

Hidden Gems: Finding Your Future Rainmakers

If you’re a leader in a professional services firm, you’ve probably noticed that most of your new business comes from a small handful of your Partner-level colleagues.  If one or more of these Partners left, who would replace them to be your next generation of rainmakers, or biz dev superstars? Understandably, professional services firms – Read More Read More
Death By 1000 Facts

Death By 1000 Facts

You know the look.  I’m the client.  You’re seated across the table from me.  In response to my question or request, you’ve begun laying out the details behind a brilliant idea that you are convinced will help my organization.  The problem is, the deeper you go into your solution the more and more disengaged I Read More Read More
Slow More, Close More

Slow More, Close More

You’re on the road.  Your phone is dead and car navigation is out of range.  Because you’re running late, you miss an important turn.  The clock is ticking as you drive miles past your destination.  Eventually you pull over, realize your mistake, backtrack and finally arrive (even later) at your destination. Have you been there? Read More Read More

What People Have to Say

I have worked with Michael on several projects for both our investment professionals and leaders. He gets the business, connects easily with any audience, and is one of the most skilled facilitators I have had the chance to work with in my 20+ years in the business.

– Susan Peters – VP Professional Development U.S. Bank Wealth Management