Having your hands firmly on the wheel while you’re navigating the s-curves of your favorite mountain roadway can be both thrilling and exhilarating. Those two words though, shouldn’t be the adjectives you use to describe how you run your business. What words do you...
An important part of any company’s growth strategy includes some form of acquisition, tuck-in, or merger. A business does this to accelerate their growth in a manner that is faster than growth through organic sales. Making the most of these types of transactions...
A quick note to all sales leaders about your next sales meeting. When I observe some of the leading companies, there are three things that their sales teams are always working on — finding new customers, adding services and depth to existing relationships, and...
The definition of your client facing team has evolved over the years. For a long time, the sales rep was the only face the customer knew. Over time, and in more progressive businesses, the customer service and account management team began to take a more active role...
Performing under stress doesn’t mean it’s always a bad situation, it’s just a stressful situation. How well you are prepared will help determine how well you lead your business during stressful times. For example, when a surgeon is performing an operation, that can be...
Innovators and industry leaders can make managing a complex business look easy. Some may look at those businesses and say they are successful because they have the best people, or great clients. By looking under the hood though, you might also find that they have...