McKinsey & Company’s “The sales secrets of high-growth companies” is insightful for growth success. Read the article here. Summary of McKinsey’s 5 highlights: Commit to the Future Utilize Digital Channels Harness Full Range of Sales Analytics Invest in your People Alignment of Leadership Action with Vision Progressive sales people thirst to lead … in their […]
It may be time to abandon the white paper as a demand generation tactic for B2B sales environments. For many, white papers have outlived their usefulness – because if marketers and sellers are honest with themselves there’s little to show for their investments in time, energy and effort. In short, the ROI just doesn’t add […]
C-Level Buyers disdain advances from sales people. It’s understandable. Your time is precious and demands growing business and quashing daily fires are overwhelming. There are rarely enough resources of time, people, or capital to meet all opportunities and challenges. But, be-AWARE, some of the best resources are those sales people courting your business. Premier sales […]
The “Red Zone” in football represents the final 20 yards to score. Length of a football field is 100 yards. It’s that last 20 yards where competition is fiercest and defenses stiffen. Researching teams most efficient scoring touchdowns in the “Red Zone” offer a sharp contrast between winners and losers. In 2015, the best team […]
A study of Hall of Fame players and coaches from Championship teams offers one correlation. Since it takes 5 years minimum after retirement for Hall of Fame eligibility, we researched 1950 through 2000 and randomly selected a sample of 20 teams from Baseball and Football. 19 of 20 teams produced at least 3 Hall of […]
