Dean Moothart, on March 14, 2019
Most small growing businesses know they need to continue to make strategic investments to sustain their growth. The challenge is knowing where to invest. If the obstacles to growth that you’ve identified are branding and visibility, hiring additional recruiters will not solve these problems.
Kurt Sima, on August 20, 2018
When a problem comes along, you must whip it.
When something's going wrong, you must whip it.
Now whip it into shape… shape it up, get straight, go forward, move ahead.
Try to detect it… it's not too late to whip it!
Whip it good!
-Devo, "Whip It"
Dani Buckley, on August 16, 2018
A research study by McKinsey Global Institute reported that salespeople on average spend less than 13 hours a week actually selling.
Considering that going out and selling solutions is what salespeople actually are best at, and what is most profitable for them and the company they work for, it’s a little disheartening that so much time is spent doing other things like office tasks, answering emails, researching leads, and internal communication (I’m guessing this includes one too many meetings a week).
However, I’m not so sure we can eliminate those other tasks and give salespeople back another 20 hours a week. And even if they had that extra time, I’m not sure they’d be spending it in the most effective way. It’s not about how much time we have to actually sell. It’s about how much time we waste on trying to get to that point of the selling process.
Dean Moothart, on March 1, 2017
It’s rare to find a salesperson who actually enjoys cold calling. To many, cold calling means hours of talking to gatekeepers, maneuvering through automated phone systems, and rejection. However, there some things a salesperson can do to minimize the pain and maximize the impact of their cold calling efforts. Here are a few ideas to help warm up the cold call.
