Partners in Excellence

AUGUST 15, 2019

” As we went through the discussion, we started to discover the sales people weren’t executing the “basics” as effectively as they should be, and managers weren’t coaching people on these basics. The signs of this poor execution and coaching discipline started becoming very obvious. Pipeline integrity was very poor.

Territory 88

Territory Technology Technology Pipeline 88

Search Engine Land

APRIL 5, 2024

You cannot build a house on a shaky foundation. “ SEO audits are a waste of time.” ” That one hurts to read, doesn’t it? Recently, I came across a LinkedIn post that lamented on SEO audits. There were solely assumptions on why the traffic dropped. Before we did change anything, we conducted an SEO audit.

Hospitality 119

Hospitality Consult Clients Construction 119

Partners in Excellence

AUGUST 21, 2020

So many of the discussions on sales and business performance focus on strategies, competitive positioning, product/service superiority, and even customer satisfaction/loyalty. Folks like Peter Drucker, Tom Peters, Jim Collins, Patrick Lencioni have done far more profound work on this. Sounds kind of trite and simple, but it really isn’t.

Quota 98

Quota Technology Technology Launch 98

Openview

DECEMBER 4, 2018

The main pushback I see as someone who helps businesses build sales teams is “collaboration and culture.” My experience working remotely (12 out of my 20 years in sales) shows me that it’s very possible to create a highly-collaborative culture even when your team isn’t always in the same building. And it genuinely baffles me as to why.

Clients 111

Clients Start-ups Drivers/motivators Networking 111

Partners in Excellence

AUGUST 30, 2019

In Praise Of Templates, Checklists, Complete… Building On Shaky Foundations You Can Lead A Sales Person To Water, But You Can't… Recently, I met with a group of great sales executives. They were looking to raise the bar on performance, driving growth. It is never about the form or template!!!

Technique 83

Technique CRM Process Follow-up 83

Partners in Excellence

JANUARY 21, 2020

Building On Shaky Foundations Getting The Cart Before The Horse, Sales Automation. Virtually every sales leader and organization I encounter is doing the things sales leaders and organizations should be doing. Blaming it on the people and finding new people to go through the same motions. Form has won!

Territory 78

Territory CRM Pipeline Clients 78

Search Engine Land

DECEMBER 5, 2022

For example, if you targeted the keyword “content strategy” in a piece and it’s languishing on page 5 of search results, that might be a result of two factors: You’re a small or new brand that’s still building online authority. Which pages are losing traffic? Which pages get little to no engagement (i.e.,

Engineering 106

Engineering Entertainment Government Start-ups 106