Who says “selling” hasn’t changed much in the last 30 years? For consulting, outsourcing and other professional services organization, nothing could be further from the truth. This is particularly true when you consider the impact of the come-and-gone ERP rage of the mid 90’s, the dot.com craze of the late 90’s, the market “free fall” […]
Category Archives: Sales
What’s Changed in Professional Services Sales? (Part 2)
In our first installment of this thought leadership series, we overviewed the changing selling environment within the professional services market and the key challenges faced by firms within a business development framework that included the following elements: Account Selection – How the organization determines which clients they will focus their efforts on; how they will […]
When Leadership Teams Need a Good Referee
For the past 7 years I’ve spent an increasing amount of my time in the role of “facilitator” at a variety of leadership meetings that my clients have asked me to help “referee.” When I initially got these requests I found it puzzling – why would a CEO or President want a third-party, like me, […]
Deal Coaching is a Lost Art – Is Technology Helping or Hurting?
Is it possible that our abundance of enabling technologies has actually diluted sales people’s and sales manager’s time devoted to winning? Is the “tyranny of the urgent” that seems to describe their average day, one of the factors that has made deal coaching a lost art?
What Constitutes a World-Class Sales Organization
I was asked recently by a long-term client, “What makes the difference between an average sales organization and one that is world-class?” Great question – and one that deserved some forethought to answer. So, after a few long flights and a couple of days of contemplation I shared the outline below with him. I’ll be […]