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Jan
09
3 Reasons You Need A Perspective Going into the New Year

3 Reasons You Need a Perspective Going into the New Year

Why do you need a perspective going into the New Year? People with a perspective have a point of view, they engage more, and are able to see the world differently.

I took a drawing class last year called “Drawing on the Right Side of the Brain.”  To say that I did not receive the gift of drawing is a little bit of an understatement.  Writing words is relatively easy, but drawing a straight line even with a ruler has historically been a challenge for me. Can you relate?

Now, “Drawing on the Right Side of the Brain,” for all of those who remember some of the “brain” anatomy, is all about engaging the creative right side of the brain.  The left is the more logical side of the brain.  A number of interesting things occurred as I was instructed on drawing and worked through the activities during class.

Before we get to that, you are probably wondering what all this has to do with growing your business, improving performance, driving change, sales or sales leadership topics that I usually comment on.  Stay with me!  Here’s what happened:

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Aug
15
Top 4 Trends Impacting B2B Sales Right Now

In nearly every client and prospect meeting, we are asked about the top trends impacting B2B sales right now. Over the last year, we have seen the top 4 B2B sales trends to be:

  • The Internet of Things (IOT for short) and the Digital Economy
  • Centralized or De-centralized Sales Organization Structure
  • Efficiency vs. Effectiveness
  • Social Selling

These trends impact the ability of sales organizations to deliver revenue, margin, customer loyalty, and customer satisfaction. They not only impact sales leaders, but also impact all levels of the sales organization. Sales people should be aware of the trends impacting decisions by their customers. Sales leaders should be aware of the trends that impact them internally and externally.

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Jun
30
Is There a Summer 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.

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