I am one of the Managing Partners here at The Center for Sales Strategy. I shift back and forth between working in the business and working on the business. I am working in the business when I am interacting with my team members while we all strive to serve clients well. But every week, I also carve out time to step back and think about the ways to improve the business. Like any small business, one of the key things we are continually trying to do is improve sales. This is more interesting for us in some ways because our business is sales. We get hired by B2B companies and non-profits to help them improve sales. We work with some of the smartest people around because it takes a smart person to know that they will be better with outside perspective, outside help. That’s where we come in.
When it comes to improving sales, you need to think marketing as well as sales. From a marketing standpoint, we need to have clarity on the problems we solve and be good at articulating that on our website and other branding materials. If we do that well, it will lead to sales opportunities.