Telecommunications | Strategic Account Planning Our client’s sales leadership sought to grow their business across their top 100 common customers.
Hospitality | Sales Management Our client added a sales planning function within Global Sales to their organizational structure and sales strategy.
Energy | Sales Management Our client, after a merger, sought to put systems in place to drive sales teams and managers towards a more strategic approach.
The role of a sales leader/coach, regardless of industry, is not an easy one. The sales leader/coach is living day in and day out with the skills and abilities of the team they are putting on the field. Depending upon a ton of variables, the experience a sales rep gets from coaching may be wildly Read More >
Sellers are constantly looking for an edge to sell more, faster. But we tend to have short attention spans and want information quickly and in an easy-to-digest format. No time for fluff. Just give me the highlights. That’s what makes the Internet dangerous for sellers. Ten years ago, sellers who were looking for advice on Read More >
When someone is trying to sell me something, I often ask myself a key question: Does this person want a long-term business relationship with me? If they don’t, they are likely to do anything to sell me – bait-and-switch, a strong hard-sell, using the scarcity principle (e.g., if you don’t buy today, we won’t have Read More >
Michael Perla and I have been researching sales transformations for an upcoming book – what works, what doesn’t, lessons learned, surprises – based on our firm’s consulting experience and through primary research (surveys and interviews) of more than 100 leading sales organizations. One of our observations so far is that there are several “levers” that Read More >
Selling | Sales Strategy Michael is a Managing Director with the Atlanta-based Hansberger & Merlin at Morgan Stanley, the largest discretionary manager of assets within Morgan Stanley and among the top 10 wealth management teams within the firm.
Another plane ride filled with random thoughts, and on this flight home I started thinking about football! No surprise, given we are in the middle of the greatest football event on the planet, the World Cup, but it is the currently idle and completely off the radar American version I am thinking about tonight. How Read More >
Have you imagined designing and building an elevator to space? Changing transportation on the road with a driverless car? Maybe actually building a Back to the Future style hover board? Chances are you haven’t, but Google X has. I recently read an article titled “The X Factor” by Jon Gertner in the May 2014 issue Read More >