Monthly Archives: June 2016
Is There a Seasonal Slow Down for Your Business?

When I was younger, the business cycle seemed to have a summer slow down. That is no longer the situation. Clients and prospects still take holidays, but the business keeps moving forward at an ever accelerating pace.

We are lucky this year to have two interns working with us. Both are pursuing an MBA through the University of Georgia. We moved forward based on their interest in B2B sales and having the opportunity to take some of their year one learning from the MBA program and apply it to real business situations.

Read More

Sales Capital Management: Enabling New Sales & Go-To-Market Strategies (white paper)

Sales Capital Management: Enabling Sales & Go-To-Market Strategies

When the VP of Sales falls short of expectations, they aren’t the only one who feels the effects. It can create a ripple effect that impacts the entire business. For instance, if financial goals are not met, a company can be cornered into budget cuts and layoffs, stalling future progress of the business. Effects can even be felt outside the company walls. Customer relationships can suffer due to the constant revolving door of sales leaders, exhibiting a lack of consistency and stability within the company. But can a company’s success or failure really be attributable to a single person? The bigger issue is not the leadership change, but the side effects that can come with it. To understand why a qualified VP of Sales is likely destined to see an early exit and leave a struggling company in their wake, we first need to identify the root of the problem.

Read More

October 7, 2016 — Finishing the Year Strong and Getting Ready to Start Fast Next Year — Atlanta Sales Leadership Community

UPDATE: Thank you to everyone that attended the meeting. Special thanks also to our panelists that provided valuable perspectives on finishing the year strong and getting ready to start fast next year. Some great questions also from the participants that the panelists further provided guidance. If you missed the meeting or want a chance to hear the panel discussion again, please visit the Atlanta Sales Leadership Community Previous Events page. Audio recording has been posted. The next meeting will be February 3, 2017. See you in February!


Read More