As we’ve written about in previous posts, an honest assessment of how truly innovative a solution may be is critical to success. Everything from the skills needed to sell it to the role of marketing vs sales in that commercialization strategy are effected by the novelty of the solution. But here we focus on another…
A few weeks ago I was speaking with a client and the topic of “Buy vs. Build” came up. If you’re not familiar, the phrase refers to whether an organization should “buy” a solution or “build” their own. Its commonly used in the software sector although by no means limited to that context. The reason…
I was reading an article in a Golf Digest this morning and read the following: “It requires more forward thinking, more self-restraint and sufferance, risk and reward at once.” They were talking about what it takes to play a par 5 hole well. As I read that it dawned on me that this applies to…
We recently read and discussed an article from McKinsey & Company entitled “What’s wrong with solutions selling – and how to put it right.” It’s a great analysis of the role a company can play, and the investments it can make, in order to make its sales team more effective. The authors make the case…
One of our favorite questions to ask of professional sales people and their leaders is “What is your sales process?” The reason we find this question so powerful is that it not only gives us a sense of the individual’s consideration for what they do day-in, and day-out, but it also tends to expose a…
