In the movie, Days of Thunder (1990)-a Nascar racing film, there’s a scene in the movie when Tom Cruise explains what the concept of drafting is to Nicole Kidman- “It’s called drafting, one car tucks in back of another. They can go faster than one can by itself. …

Sales strategy, by any name, has one goal: closing more sales. Every sales strategy defines a roadmap for decisions, interaction, and ultimately success. How will you move from a blank slate to general leads, hot prospects, and a closed deal? How will you magnify results with repeat customers, cross-sales, and…

Account mapping is a powerful way to identify key decision-makers, discover how organizations function and understand the “best path of sale.” By using this process of visual depiction, you can multiply the force of your sales organization. You’ll have a clear picture of relationship dynamics and informal hierarchies that can…

As a Partner Manager, you’ve got a long list of salary/equity terms that deserve top consideration. What can you do to negotiate your salary and/or equity to have an offer that gives you peace of mind? While every negotiation has unique variances, there are 4 issues that compensation negotiations have…

CoSelling is not a new concept. CoSelling is when two or more sales teams at different companies sell together to drive more business. It’s when two companies identify prospect and customer overlap, to drive warm introductions. The old way of CoSelling was risky and time-consuming. Introductions and data were managed…

As a Partner Manager, you’ve got a long list of salary/equity terms that deserve top consideration. What can you do to negotiate your salary and/or equity to have an offer that gives you peace of mind? While every negotiation has unique variances, there are 4 issues that compensation negotiations have…

CoSelling is when two or more sales teams at different companies sell together to drive more business. It’s when two companies identify prospect and customer overlap, to drive warm introductions. The old way of CoSelling was risky and time-consuming. Introductions and data were managed on spreadsheets. Open dialogue was impossible…

The news is starting to be filled with ‘return to work’ messages. Consulting firms and academic institutions are sending out advice. Many of the reports give high-level ideas about recovering and thriving in business. But let’s face it. They are saying what you already know in your gut. The sales…

As we enter into what McKinsey is calling The Next Normal, it’s clear that COVID-19 has dramatically shifted priorities for sales teams. The same-old methods will not work as we navigate rapid fluctuations in the economy.