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It's Saturday morning and I am reflecting on this past week. It started off with my sluggish reaction to the time change; moved through a free-fall of personal wealth and ended with overwhelming public health concerns for my company and global community. I like to talk and write about things that give people “spirit”. What often happens, is that I wind up getting the most spirit out of the exercise. I think today is one of those days.
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Categories: Front-line Managers
I was at the airport when I learned about the death of Jack Welch. The former Chairman and CEO of GE died Monday at the age of 84. As I boarded my plane that was taking me to meetings for my own company, I reflected on the impact his books Straight from the Gut and Winning had on my early business thinking.
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Categories: Company Alignment
Many companies underestimate the importance of alignment, especially when it comes to the growth strategy and the overall sales execution process. Without alignment, it's difficult to scale and keep a buyer-focus throughout your organization. If your cross-functional leadership team isn't aligned on what the focus is for your customers, how can your sales team effectively execute?
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Categories: Front-line Managers
Developing effective feedback skills is an important component of being an effective leader. How can you coach your teams to success if you don't possess the ability to provide feedback in a way that's constructive and actionable. Below are some of our most often used resources for front-line managers on giving effective feedback.
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Categories: Customer Success | Sales Messaging
Champions are a key component to selling high-level enterprise deals. If you know how to effectively enable and test a champion, you have an effective tool to advance your opportunities. We have covered Champions in a variety of our content. Here are a few of our most popular resources.
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Categories: Sales Negotiation
"Shift Left" is a saying we often promote to our Value Negotiation customers. What we mean by this saying is that your salespeople need to start the negotiation strategy early on in the sales process. It needs to be a part of the far left columns in your sales process, not just in the late stages of the opportunity (the sections to the right of the page).
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