Magnifying Glass

Try “Strategy, Structure, People” Next Time

A better approach to correcting your sales problem Whether you’re a large, medium or small company, there is a consistent mistake made when attempting to identify the source of the business problem – when you fail to achieve as expected. If you haven’t done this before, next time follow the saying, “Strategy, Structure, People.” “Strategy,…

5 Sales Metrics to Manage – Before You Sell

As a Sales Xceleration Advisor, I often work with small business owners contemplating the sale of their company. In the secession planning “industry” a truism often stated is, “If you plan for secession 3-5 years before a triggering event, you will probably more than double the value of the sale and greatly reduce the amount…

vision casting ripples Sales Xceleration

12 Ways to Make Sure Your Vision Casting Makes Ripples

I’ve often stressed how important it is to have an effective sales plan; but I also believe it’s essential that an organization dedicate itself to effective vision casting. Successful leaders know that when a company’s well-crafted vision is cast into the waters navigated by employees, customers and prospects, it makes ripples that reverberate and represent…