As a fractional CMO, when we are first engaged with a new client, one of the first questions I ask is about data – what do you capture, and what do you use to capture it? Most companies are doing a poor job and only looking at the high-level financials – incoming revenue and outgoing expenses….
The 2023 Sales Dilemma Susan Powers, Peak Sales/Sandler Salespeople have never had a greater advantage and opportunity than they do today. They can secure even greater advantages and opportunities with each passing day. That’s because artificial intelligence, machine learning, and technology continue to make advancements that help salespeople develop closer and stronger relationships…
INTRODUCTION Effective sales strategies are crucial for success in the dynamic landscape of modern business. Business owners recognize the pivotal role that sales teams play in revenue generation and customer acquisition. As a result, they must invest in training programs to enhance the skills and capabilities of their sales force. Two complementary approaches are “Sales…
INTRODUCTION To maximize performance, it is essential that sales leaders provide comprehensive ongoing training and coaching to their sales team to become a high-performance sales organization. In this article, we will explore the 8 types of sales training high-performance sales leaders deploy to ensure their teams have the knowledge and skills necessary to excel. These…
The Dual Imperative: The Significance of Having a Business Plan and a Sales Plan for Startup Success Introduction Launching a Startup is an exhilarating journey that requires careful planning and execution. Entrepreneurs must develop two crucial blueprints to establish a solid foundation for success: a comprehensive Business Plan and a focused Sales Plan. While the…
Although there’s a strong parallel between creating a winning culture in Sports and Sales, winning cultures come in all shapes and sizes. There’s an important yet subtle distinction between creating a winning culture centered around winning at any cost and winning the right way. The difference between the two is often overlooked and dealt with…
Background Historically, Sales has been one of the most impactful yet overlooked aspects of Exit Planning. In this article, I address the critical nature of Sales & Marketing Alignment within the Exit Planning process. Sales & Marketing Alignment A while back, I worked with a VP of Marketing whose favorite saying was, “Nothing happens until…
Many relatively new macroeconomic and socioeconomic factors have changed how companies recruit, engage, and retain top talent. Factors include: Highly competitive labor market Wage inflation The Remote Workforce The Gig Economy The Great Resignation Has your recruiting process kept current with the changing business landscape? What does your strategic sales recruiting process look like, and…
Happy New Year – and may 2023 be a prosperous and fulfilling year for you and yours! With that aspiration in mind, I’d like to pose an important question about goals, a big question we make a habit of sharing with our clients at this time of year. Every December, it seems, we set goals…
Since selling your business is likely the most significant and financially impactful transaction of your life, I share the Top 3 Sales Priorities every business owner must take to maximize their company’s sales price at Exit. Background – Unfortunately, Sales has been one of the most impactful, yet overlooked, aspects of Exit Planning. Exit Planning…
Last month we discussed the natural propensities of the different types of salespeople and how some salespeople benefit from additional training or support – for example, Appointment Setting services that maximize the effectiveness of a sales team full of “Closers.” If you recall, we highlighted the three traditional types of salespeople: Hunters – Those who…
Does your B2B Sales Team need help generating leads? There are many different types of B2B Sales teams. Direct Sales, Field Sales, Territory Sales, Indirect Sales, Channel Sales, Solution Sales, National Accounts, Global Accounts, etc. Most sales organizations create segments based on a few distinguishing client characteristics that delineate customer types so that sales teams…
As the end of the year quickly approaches, many sales leaders are beginning to develop Sales Plans for next year, but it is also essential to benchmark Sales Compensation Plans to help your business reach sales goals. A well-structured Compensation Plan can increase employee performance by 44%. Validating both will ensure you can attract and…
Why do great companies with the right people, products, and customers miss quarterly revenue targets? Today, only 50% of salespeople on teams that perform achieve their quarterly goals. Worse, only 50% of those performers repeat their success the next quarter. A long-term study of two-million salespeople revealed that only 8% consistently follow a reliable sales…
Date: August 19, 2022 Start Time: 12 p.m. EST End Time: 1 p.m. EST Platform: Zoom Questions: Chat Free Link to Meet Author: Dr. Shameen Prashantham In Gorillas Can Dance, distinguished international business strategy professor and expert Dr. Shameen Prashantham delivers a proven roadmap for large corporations collaborating with startups. Drawing on over a decade of international research, Dr. Prashantham…
One of the most common concerns I hear about retirement is the fear of being bored. Given the weeks, months, and years ahead that need to be filled with something other than your job, it’s understandable. To make matters worse, many of us know a relative or friend who was aimless and miserable in retirement….
Defining the role of a coach on your exit planning team doesn’t just happen. Like any other aspect of working with consultants, you need to set expectations upfront. Many advisors like to characterize themselves as the “quarterback” of a transition planning team. I’ve always objected to that. We regard the business owner as the quarterback…
As a fractional CMO, when we are first engaged with a new client, one of the first questions I ask is about data – what do you capture, and what do you use to capture it? Most companies are doing a poor job and only looking at the high-level financials – incoming revenue and outgoing expenses….
Link to register. Please indicate that Mark Gross invited you. https://zoom.us/webinar/register/WN_M3HItgtJRS2sCTy_bUWBvw Tuesday, December 5, 2023. 10-11:30 AM Central. Multiple attendees from one firm can attend but in order to receive CPE credits, each one needs to register separately and join on their own separate devices. Take a deep dive into the following topics. PADs. Partial…
In Rev. Proc. 2023-29, recently issued by the Internal Revenue Service, the affordability percentage for Affordable Care Act plans has been set at 8.39% beginning in 2024. This marks a significant decrease from the previous 9.12% applicable for 2023. This is the lowest percentage since the inception of the employer mandate which means these…
I get this question a lot in M&A. The purchase price of a business can have a number elements: 1. down payment (cash equity from the buyer) 2. bank financing 3. seller’s note 4. installment sale 5. earn-out 6. commissions on future sales 7. consulting agreement for the seller, post-acquisition Earn-out’s, commissions and consulting agreements…
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