Our thinking

Our thinking

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
Executing the Two-Minute Selling Drill

Executing the Two-Minute Selling Drill

During the 2017 Super Bowl, you may have been rooting for the New England Patriots, the Atlanta Falcons…or for more chicken wings and a speedy end to the game.  Championship football demonstrates performance under high-stakes conditions.  As a sales manager or salesperson your team’s performance during sales meetings is neither played in front of 70,000 paying Read More Read More
Dealstorming

Dealstorming

In today’s B2B world, client organizations face complex challenges for which they seek help.  When they reach out to selling organizations, what they invariably get back are products and services divided into little pieces that line up with their own organizational silos.  Not helpful to clients and not effective in closing bigger deals. In a Read More Read More
Smart Collaboration

Smart Collaboration

As your B2B organization builds out its capabilities organically or through acquisition, you are excited to gain deeper account penetration and go after bigger sales.  You and your colleagues envision the enterprise sale, the complex sale, the cross-discipline or cross-divisional sale, the cross-sell — deals that include multiple capabilities and produce significant revenue for your Read More Read More

What People Have to Say

Incredible job with the Impactful Investment Review Meeting training. You did a fabulous job engaging my institutional team...even my quiet ones participated. At our staff call yesterday I heard an overwhelmingly positive response...phrases such as "this is the most well put together and valuable training I have ever received," and heard several times about your

– Jennifer Vail – Chief Investment Officer, US Bank Institutional & Corporate Trust