Center of Sales Strategy

Putting Sales at the Center of Strategy

Orig. Post October 2014 by Frank V. Cespedes, Harvard Business Review | Re-Post December 2, 2014 For many years Document Security Management (a pseudonym) had a thriving business in retrieving and shredding or securely storing organizations’ documents. Executives and their assistants loved its one-stop-shopping value proposition, and the sales force cultivated deep relationships with them.…

The One-Two Punch for Consulting Success: Strategic Partnerships Plus Word-of-Mouth

Perhaps it’s too simple to be called a “formula” for success, but in today’s small- to medium-sized (SMB) marketplace, a powerful combination still rises to the top: carefully nurtured strategic partnerships along with good old fashioned “word of mouth”. It might be tempting to dismiss these “tried-and-true” methods for generating business growth, but in a…