Priority Blog
Organizational change is a big topic, particularly for enterprise companies that are trying to stay ahead of disruptive, nimble startups (among other upstarts). It’s one of those things you need to really cut up into bite-size pieces to make any headway. I think we really accomplished that at the recent event featuring Actionable Consulting’s Founder […]
I was thrilled to host an event featuring Actionable Consulting’s Founder Chris Taylor, speaking about The Engaged Organization: Thriving in Change through 21st Century Collaboration. I got the chance to talk with leaders and managers in enterprise organizations about the problems they were facing in transforming their businesses. And of course, I was happy […]
I decided to take my own advice. That’s why I’m adding value to our services in the form of Actionable Conversations (It’s officially launching at the beginning of 2017, though I invite any current and prospective clients to call me up this week and learn more about it). Companies have to learn. Markets change and […]
There’s no catch-all formula to guarantee success of a new sales hire. But in successful companies I’ve helped, you do spot patterns. The ones that get traction are willing to undergo the pain of change. They set outcome-based targets when they start hiring sales people, so both the company and the new hire know what […]
Recently I was interviewed for an article that appeared in the Globe & Mail: The Downside of Seeking Business Advice on the Cheap. Journalist Guy Dixon says that if you’re going to invest in hiring a business consultant, it’s worth paying a little more for someone one who’s going to deliver the results you’re after. Naturally, […]
I recently attended the Unbounce CTA Conference in Vancouver, where Aaron Orendorff of iconiContent made a brilliant presentation entitled Let’s Get Rejected: 3 Counter-Intuitive Tactics for Successful & Brand Defining-Content. It touched on the right way to build sales with content strategy. I’ve often touched on integrating sales and marketing here and I just felt […]
Your salespeople have got the perfect solution for your customer’s problem – but how will the client pay for it? Can your sales professionals help them figure it out? Do they understand how the numbers look, even to measure their own sales performance? As we’ve seen time and again with our own sessions for sales […]
Short answer: yes, if the client is willing to put in the work. The person who can guarantee bigger sales revenues is not the sales consultant. At the end of the day, it’s actually up to the client. The sales consultant can advise, recommend and occasionally cajole — but the company that hired them has to […]
I was trying out a new audio book called ‘How to Get a Meeting with Anyone’ by Stu Heineke. It’s a quick, fun volume, on getting past the gatekeepers (a perennial sales problem) – but the further I got into it, the more I had a feeling akin to déjà vu. The meat of the […]
It’s never been easier to find talented people to hire for your sales team — but are you using outcome-based targets to do it? In a twist on LinkedIn, some hiring companies and recruiters are now going on apps like Tinder and Snapchat to find new talent. Whether you’re using a recruitment agent or handling […]