Posts By: Todd Blair

The 5 dont’s of profitable growth

1. Use guess work & gut feel to forecast your growth. 2. Ignore what’s happening in your market. 3. Underestimate the importance of data. 4. Be complacent and fall back into your comfort zone. 5. Wait too long to make decisions.

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The 5 Do’s of profitable growth

Our Profitable Growth checklist for 2015…are you positioned for Growth? Use data to define your market share and illustrate where the opportunities exist. Align resources, structure and compensation to capture market share. Define, measure and track the activities that result in profitable revenue creation. Create a defined and repeatable sales process. Grow the revenue’s of… Read more »

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Why sales organizations struggle to change?

To truly change, one cannot just focus on one silver bullet. The fact is any change initiative will have many moving parts and inter-dependencies. This is the heavy lifting that often derails change initiatives, and in many cases, this is the reason why executives never even embark on serious, well-thought out change initiatives. Changing behaviors… Read more »

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As a sales leader, are you a manager or a coach?

Even though leading-edge, web-based technologies have done a lot to increase the speed and efficiency of prospecting activities in recent years, the basics of prospecting has not changed in decades: analyze your territory, create an account plan, identify high probability targets, qualify prospects, set appointments, begin discovery and keep doing that regularly and relentless day… Read more »

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The sales velocity equation

There are only four factors that impact how much you sell.  We call this the Sales Velocity Equation and it’s pretty simple. Your Sales Velocity is a function of: A. the number of sales opportunities you work B. the average deal value C. your win rate D. the length of the sales cycle Simply put; you… Read more »

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