Why Small Businesses Remain Small: The Role of Initiatives
Even though small businesses aspire to grow, many remain modest in size despite these ambitions. While numerous factors contribute to a company’s size, one key reason small businesses often stay small is their lower rate of initiative adoption compared to larger...
Have you heard of “narrow scoping?
“Narrow scoping” defines a problem by restating the problem as a potential solution to that problem. For instance, “we need more sales” may be the stated problem when the actual problem is “we need more profit.” More sales is one of...
Why Ineffective Sales Management Is So Costly
Quite often, small companies don’t have the resources to hire the caliber of sales manager they really need. Instead, they either designate one of their senior salespeople to manage the team while continuing to sell, or they promote that person into a full-time sales...Stop Sitting on Leads—Speed Matters
Your first and most important priority in the sales cycle, after marketing does its thing, is to connect reps to buyers. It’s not to rack up an impressive list of random activities, nor is it to enroll people into generic email nurture. The problem is that the default...So We’ve Got Vaccines, Now What?
The last year has been a challenging experience for every industry and profession worldwide – but especially to the sales profession. Let’s take a moment to look back on what we were asked to do. Last March we were asked to keep calling, keep communicating and...Recent Posts
Why $300,000 Revenue Roles Are Disappearing (And Still Possible)
For years, $300,000 revenue roles were common in sales. Not because companies were generous — but because sales owned the entire buyer’s journey. Salespeople found prospects. They educated buyers. They guided decisions. They managed risk. They closed. Today, much of that work has moved elsewhere. Marketing automation, content, and demand generation now handle a large... Read more →
The Real Difference Between a Sales Manager and a Sales Leader
Every CEO thinks they’re hiring a “sales leader.” What they usually get is a sales administrator with a fancy job title. Here’s the breakdown. Sales Managers (most hires): Run reports Monitor activity Attend meetings Relay messages Babysit CRM usage Approve discounts Put out fires They oversee tasks. They keep things moving. But they rarely elevate... Read more →