The Key to Being an Exceptional Salesperson

Posted by Brent Bonine on May 10, 2016 10:00:00 AM

I’ve spent the past couple of decades in the field of sales. I’ve been around long enough to have learned a few things and I’ve come to understand that experience can be both a blessing and a curse. The blessing comes from the experiential knowledge that is gained from each sales engagement. The curse comes from getting comfortable and not recognizing when the game has changed.  

Sales, like every profession, is radically different today than it was just a few years ago. Unfortunately, many companies have been slow to recognize the change and have failed to help their salespeople adjust to the new way - leaving companies and salespeople frustrated by disappointing results.

To understand what has changed, let’s look at how sales has evolved over the past 20+ years. 

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Topics: Revenue Culture, Revenue Management

What smart CEOs know: Want more sales? Focus on your Go-to-Market strategy first!

Posted by Andreas Schenck on Mar 22, 2016 10:40:00 AM


When sales are not where they should be, one common “solution” to dealing with lackluster or unprofitable growth is to replace members of the marketing and/or sales team. This often does not have the desired effect since the root cause for lower than possible revenue growth frequently lies in the company’s strategic approach. As the CEO, that’s your action item to address. In this blog, I want to share some simple and tested methods to build a go-to-market strategy that allows your Marketing, Sales and Account teams to rock!  

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Topics: Revenue Culture, Revenue Management

Does Your Emperor of Sales and Marketing Wear Clothes?

Posted by Andreas Schenck on Sep 15, 2015 7:50:00 PM

In my last blog post, I discussed that lazy sales people sell more. It turns out they follow these principles:

  • They work on the best, closable opportunities. They know when a prospect is kicking tires and when they are ready to make a decision. They never guess.
  • They do the right thing at the right time. They follow a forward-thinking and intelligent sales process.  
  • They are driven by authentic client focus. They “sell” to make a difference.

Some of you asked a very good question after reading my previous blog post: “What does an organization need to do to support and motivate these behaviors?” 

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Topics: Revenue Culture, Revenue Marketing, Revenue Management

Marketing. Smarketing. The Successful Marriage of Sales and Marketing.

Posted by Nick Hofer on Jun 30, 2015 3:32:00 PM



I hope the headline got your attention. That was my intent.  You may be thinking it was just a ploy to get you to pay attention. In reality, this is serious stuff.

Whether you are a business leader, the head of marketing, or the head of sales…or perhaps you are in an organization that requires you to wear all of these hats…smarketing is no joke. 

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Topics: Revenue Management

Is your Business Operating System focused on Revenue?

Posted by Brent Bonine on Mar 10, 2015 1:27:00 PM


For those of you that are over the age of 40 (maybe 50), you may remember that early PC’s ran on the DOS operating system with its unique combination of letters, slash marks, colons and semi-colons that were the key to making your computer work.  This operating system was the layer that connected software to hardware and told your machine what to do.  Computers, and the software that run on them, are useless if they are not tied together with a common operating system.

Your business has an operating system too.  It’s a combination of processes, resources and culture that determine how you bring your product or service to market.  It is the engine that drives your company forward and consumes most of your energy and focus.

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Topics: Revenue Culture, Revenue Management

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