by Todd Hendries ​ You must be a great sales manager. A couple members of your team are performing at nearly 2x quota. Margins aren’t great, but they really get it done. The other 10 should figure it out soon. …

By Todd Hendries “My best customer, my top revenue producer for the past three years, called me today to say they were issuing an RFP in my space. We’ve been 100 percent on-time, only had one error and we fixed it overnight, our price was good enough to win the…

By Todd Hendries Peter Drucker said, “Culture eats strategy for breakfast.” That’s a warning that can keep you from driving a well-intended sales program straight into a tsunami. At some point you’ve undoubtedly encountered, or been subjected to, a company culture that regularly creates havoc. Maybe it’s a victim mentality…

TL;DR: Both words count in thought leadership. 1. Today President Trump dissolved his marquee business leadership councils because their members were leaving them anyway. The two councils, the Strategy & Policy Forum and the Manufacturing Council, had no power per se. Their highly public role was to come up with, to sell…

Back to basics cuts the clutter of performance improvement — By Evan Reminick, Integrated Sales Strategies In Part 1, we looked at the history of organizational sales development to see why so it’s easy to get caught up in advancements. But one thing that will never change in sales is customers. …

Back to basics cuts the clutter of performance improvement — By Evan Reminick, Integrated Sales Strategies Innovations in technology and technique drive corporate sales development, but what if they get in the way? Let’s start with a trick question. Is your sales organization in the midst of an effort to improve productivity? How often is the answer, “No”? If a…

Is your team struggling with forecasts and goal attainment? If so, you’re part of a downward trend. Here’s how to reverse it! By Todd Hendries, Integrated Sales Strategies In Part 1 of “Fix My Sales Team” we discussed the different types of sales cultures and why adopting a value culture…

Is your team struggling with forecasts and goal attainment? If so, you’re part of a downward trend. Here’s how to reverse it! By Todd Hendries, Integrated Sales Strategies A recent study by CSO Insights found quota attainment fell from 63 percent in 2012 to 57.1 percent in 2016. Total revenue-to-plan…

Prospecting call 101: 15 seconds, three parts, repeat. First part: introduction, as warm as possible. Third part: the ask. And in the middle: a marketing-approved bullet or two on the offering, anticipating the question, “What are you selling?” “Hi, this is Rose calling from Pear, the other tech company named…