Sales Strategy Insights

Our model manager is Graham, whom we observed leading a small team of chemical engineers within a multinational European firm. The mission of the team’s NewPoly project was clear and…

One Managers may dismiss the importance of employees’ work or ideas. Consider the case of Richard, a senior lab technician at a chemical company, who found meaning in helping his…

The revenue numbers are set in stone. And then it happens... One of the expected major contributors for next year quits. The seemingly realistic revenue budget has quickly become a…

General Motors’ ignition switch problems that apparently led to several reported deaths have received a lot of publicity of late. The problems were reported to low levels of management as…

Value propositions are unquestionably important in B2B sales, especially for large, complex, or intangible offerings. Some suggest a value proposition is the key component of successful sales. And most would…

Over my three decades in sales I’ve seen many sales managers. The vast majority fall into one of these four types: 1. The Prefect The Prefect sees their job as…

At a client’s off-site meeting a few years ago, I gave a talk on how companies can bring about dramatic cultural change — the focus of my firm’s consulting work.…

1. See your leadership reality. A common mistake organisations make is to discuss changes in leadership before resolving differences of opinion over what leaders are actually doing. Without a common understanding…

I asked a simple question to sales reps at three different public companies. Can you please describe your company’s sales strategy? The question was posed to six sales reps within the three sales organisations.…

A century ago, infectious disease was the biggest killer. Today, the cause of most chronic illnesses is lifestyle choices (lack of exercise, smoking, poor diet, too much alcohol). We know what’s…