The winning 5%: what top salespeople really do differently
Products are looking more and more alike. So are services. In virtually every sector, from software to consultancy, from technology to professional services, functional differentiation is smaller than ever. Customers cannot always technically assess why your solution is better than the competitor’s. What they do assess is how your salesperson conducts the conversation. And today, […]
Vision and mission: more than words on a website
Ask ten sales managers what their company vision is, and nine of them will refer you to the “About us” page. That is exactly the problem. In many organizations, vision and mission have degenerated into decorative text: nicely drafted during a strategy day, never touched again. But for fast-growing companies that really want to get […]
Why fast-growing companies need a revenue engine
If you want your company to grow fast, and you do, otherwise you wouldn’t be reading this, simply selling more is not enough. More activity without structure only produces more chaos. What fast-growing companies really need is a revenue engine: a well-oiled system that brings in new customers and new projects in a predictable, scalable […]