Every year hundreds of successful salespeople are taken out of production and have their career snuffed out. This is done by well-meaning, but misguided ownership that is trying to kill two birds with … [Read more...] about Death by Player/Coach – 7 Fatal Flaws
Podcasts and Blogs
This week I talk with Gerry Brockman, who has worked with Wall Street M&A firms, a major airline a trucking company & even a tech startup. In each case his job was to … [Read more...] about 005: Opportunity Cost – How do you manage risk?
In the course six startup companies, I have been given a lot of advice from a lot of people. Some excellent, some awful, and all points in between. I have narrowed my filter down just to three … [Read more...] about Advice & Mentors – Who can you trust?
You've got to put the right carrots in front of the Sales Reps to get them to deliver clients for the company. But what's the best way? Pay too much & the company can't make money. Pay too little … [Read more...] about 004: How do you create a Sales Compensation Plan that delivers results?
I have been on both sides of this conversation. Several times as a rep and also as a manager. I am also personally guilty of all misguided efforts that I am warning against in the lines to follow. The … [Read more...] about Three Times a Sales Manager Should Step In
How do some companies continuously blend in acquisitions and "bolt-on" companies while keeping clients happy and remaining profitable? While others say, "We've tried acquisitions. All we have left to … [Read more...] about Why Do Nearly 50% of Mergers Fail?
Why is it that some companies are always in the news getting credit for another great purchase? Why can't you be one of those companies who buys them? In fact, why couldn't you be one of … [Read more...] about 002: What do Strategic Buyers know about M&A that you don’t?
Most business owners sell only once in a lifetime. While it can be financially rewarding, it's an emotional & physiological rollercoaster. If you want to hear what the pro's do, listen to this … [Read more...] about When is the right time to sell your business?