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Sales Efficiency – Part 1

Sales Efficiency – Part 1

Sales Efficiency? Part 1   One question I have always asked of myself and the sales teams that I have been a part of is this:   “How can WE sell more efficiently?”   Sales Efficiency = Sales Team Revenue divided by Sales Team Cost   I...
What Makes a Great Leader?

What Makes a Great Leader?

The Two Most Important Characteristics of a Great Leader The greatest leaders we know of or have come across in our personal lives exhibit two key traits: humility and confidence. We see it all too often, people usually lean too far on either end of the spectrum...
Kaizen Sales Playbook – Strategy (Part 1 of 4)

Kaizen Sales Playbook – Strategy (Part 1 of 4)

Introduction Many companies are founded with strong vision, boundless creativity, and a compelling product or service. However, most businesses lose sight of the intricacies in their sales process over time. Rather than tweak these processes and analyze sales data...
Kaizen Sales Playbook – Process (Part 2 of 4)

Kaizen Sales Playbook – Process (Part 2 of 4)

Step 2: Create, Document, and Refine Sales Process Have you ever dissected and documented your current sales processes while simultaneously looking for ways to improve the buying journey for your customers? Regardless of the size of your company, every business that...
Kaizen Sales Playbook – Technology (Part 3 of 4)

Kaizen Sales Playbook – Technology (Part 3 of 4)

Step 3: Implement Technology to Improve Lead Nurturing, Visibility, and Predictability   “If you can’t measure it, then you can’t improve it.” – Pete Drucker Once you have evaluated and refined your sales processes and decided which parts to keep, which...