Category Archives: Growth and Strategy

The 5 Fundamentals of an Innovative Company

The world and the customer are changing rapidly.   To keep up with these changes and to truly differentiate themselves in the marketplace, companies need to innovate. Yet, too many companies still rely on small updates, upgrades, or makeovers of their … Continue reading

Posted in Growth and Strategy, Leadership, Team / People | Tagged , , , , , , , | Leave a comment

5 Steps to Creating a Unique Strategic Vision

Today, companies struggle to consistently increase sales and profits faster than the overall market. In too many cases, these companies lack a unique strategic vision that would differentiate the company and its products and services from the competition. Instead, their … Continue reading

Posted in Business Acumen, Growth and Strategy, Improve / Turnaround | Tagged , , , , , , , | Leave a comment

World Class Selling

The book, World Class Selling, by Roy Chitwood (founder of the Track Selling sales process) is an effective and insightful sales book. It is well worth reading for both new and experienced salespeople alike. Below I have summarized the key … Continue reading

Posted in Growth and Strategy, Perform / Execution, Sales and Marketing | Tagged , , , , , , , | Leave a comment

Sales Fun Facts

This month, I thought to share some sales “fun facts” to get us all thinking of what we can do better to drive sales growth and success and move our companies forward.   Having the right people on your sales … Continue reading

Posted in Growth and Strategy, Perform / Execution, Sales and Marketing | Tagged , , , | Leave a comment

What Does a Buyer Want?

I recently interviewed a professional buyer at a customer company who was looking to move into a sales role for our company. I asked how she would use her current experience as a buyer to be a better salesperson. Her … Continue reading

Posted in Business Acumen, Growth and Strategy, Sales and Marketing | Tagged , , , , , , | 1 Comment

Don’t Upsell…Right Sell

“Would you like to supersize your order?” As I wrote previously (“Do You Want Fries With That?” – An Opportunity for Profitable Growth), upselling can bring additional value to our customers, create additional sales and profits, and cement our relationships … Continue reading

Posted in Business Acumen, Growth and Strategy, Sales and Marketing | Tagged , , , , , , , | 1 Comment

Coaching and Developing Great Salespeople

Wanted: Great Salespeople! All of us are looking for great salespeople to close business, grow revenue, and help drive our companies to success. What are some of the qualities of great salespeople? Professional and personable Responsive and lives up to … Continue reading

Posted in Growth and Strategy, Sales and Marketing, Team / People | Tagged , , , , , , , , , | Leave a comment