I was taught at a young age that knowing where you were going before you set off for an adventure was the best way to succeed.  I know many people that have the attitude – “just take off and see where this takes me.”  Some get great results, but many fail.  In today’s competitive World, taking […]

The science of business development has truly got more sophisticated, as buyers also get sophisticated in the way they purchase services and products.  Let’s stop and review that last statement.  I hear it all the time with sales folks, and yes, if you listen to my Business Class News show you will hear me say […]

Every business needs to succeed in all areas, not just in execution , operations or sales but a rounded, well oiled machine.  I have worked with many companies as clients, and the objective in my field of experience is performance and generally speaking in revenue generation.   Performance has many meanings, and the common thread is […]

The other day, I was talking with a Senior Executive of a Bio-Tech company and I asked him what they saw as the fastest growing trend in business.    Without hesitation he said channel sales.  He then went on to say that business models were changing and the revenue pipeline for many tech companies, including bio-tech now include […]

Why is engagement important?    I remember when I was in school.  I loved my French class, the lessons were fun, my teacher made it easy to learn, and I was speaking and writing the language quite nicely.    My third year, my French teacher left my school, and we got a new teacher.   This where I […]

How to leverage this new trend to drive business results We were born to learn and develop through play. If you can make a task or lesson more fun, then people will spend more time on it, return to it again and again, strive to achieve more and develop deeper learning. It’s been said that […]

SPIFS work! Sales incentives need to be strategic, compelling, and reward for the desired sales activity. SPIFS deliver measurable business results. If you get them right. So if your SPIF program is not working, it’s time to rethink and optimize. Here are common reasons sales incentive programs lose their momentum – and it can happen to […]

In every game there’s a player that stands out, and out-performs the others on the field.  These strong players are usually the key to winning or loosing, so it’s important to put them in a position to do so.  In marketing you have to decide what are your best tactics, that are your strongest players.  […]