May 2nd, 2018

No More “WAGMs” – Driving Results with Idea Selling

In 18 years of commercial experience both as a consulting leader and sales executive, the typical response to “how did it go?” is “We had a good meeting.”  Early in my career, I thought this was good news: we gave a great presentation or demo, everyone was engaged, they asked insightful questions, and they wanted … Continue reading “No More “WAGMs” – Driving Results with Idea Selling”

February 2nd, 2018

Typical Corrective Actions by Sales Leaders

“The Challenge of Meeting Sales Goals” introduces a high-level discussion about why so many B2B companies struggle to meet revenue targets, highlighting how poor planning and poor execution impact sales performance. This blog will explore some typical actions that a sales leader might take to address either missing sales goals or projecting to miss sales … Continue reading “Typical Corrective Actions by Sales Leaders”

December 30th, 2017

The Challenge of Meeting Sales Goals

Sales, one of the most important functions of any company, is becoming increasingly complex and difficult as customers become more savvy and knowledgeable. The shift in customer power is impacting both B2B and B2C companies. Both types of businesses call for very specific sales organizations to sell to their potential customers. To effectively sell, B2C … Continue reading “The Challenge of Meeting Sales Goals”