Articles

Putting Sales Velocity into Action: Deal Size

Article by , June 24, 2019

So far in this series on sales velocity—which is all about understanding how fast you and your team are making sales and earning revenue—we’ve talked about what you need to do more of. More opportunities earned, for instance, means a bigger, healthier sales pipeline for your business.


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Values-Based Authentic Leadership

Article by , June 23, 2019

Companies can no longer be impersonal buildings where employees show up each day, carry out their duties and shut off their brains before going home each night. The most successful leaders know that employees want a rewarding work life—an environment that cares for them, values their contributions and gives them a chance to learn and grow.


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Pricing & Profits: It’s Not All About Revenue

Article by , June 23, 2019

According to CFO Magazine, Amazon’s profit doubled to a record $3.6 billion in the first quarter yet reported its lowest growth rate in quarterly revenue since 2015. In today’s Amazonian environment, subscription services such as Amazon cloud and Kindle services as well as disruptive forces such as the 3rd party seller services (clients worry about […]


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Putting Sales Velocity into Action: Opportunities

Article by , June 18, 2019

In this series, we’re looking at sales velocity: measuring how fast your team is making sales and earning revenue. The reason it’s one of your most important metrics—and predictors—of success is that it gives you the flexibility to make adjustments in four key areas: opportunities, deal size, win/lose rate and sales cycle time.


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Amazon Adds In-Garage Delivery Option

Article by , June 9, 2019

According to Good Morning America, Amazon is adding in-garage delivery options to its already vast array of delivery options – in-home and in-car. I remember when I first started working after college receiving a package was an ordeal! I was lucky if I could go to the post office on a Saturday to get a […]


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Cultivate Authentic Leadership

Article by , June 9, 2019

Companies can no longer be impersonal buildings where employees show up each day, carry out their duties and shut off their brains before going home each night. People aren’t satisfied with simply following procedures and checking boxes. They seek professional fulfillment through engagement, passion and long-term value.


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5 ERP Selection Pitfalls

Article by , May 24, 2019

  We get “too many” calls to help resolve problems associated with system upgrades and/or new system implementations. How can some of these disasters be avoided upfront? Navigating ERP sharks – ERP software suppliers must be some of the most aggressive salespeople I’ve seen. Even when you are careful, they’ll likely focus more on the […]


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Your Sales Velocity: Why It Matters

Article by , May 24, 2019

How fast is your team making sales and earning revenue? That’s the question that sales velocity answers. Just like a speedometer in a car, some don’t think much about it until it’s not there. Even more surprising, some don’t even look at it at all, because they don’t fully understand how powerful it is as a decision-making tool.


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Inspiring Leaders Create Collaborative Cultures

Article by , May 24, 2019

Conscious leaders whose companies are thriving recognize the importance of people’s well-being. Simply put, companies grow when leaders help people feel fulfilled, individually and collectively. The process requires diligence, patience and passion. Initiating and maintaining a culture of collaboration focuses on promoting shared values and purpose.


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The Talent Transformation: People or Robots?

Article by , May 8, 2019

No matter the industry and geography, the topic of “People vs. Robots” is a hot topic! Certainly, manufacturing has been focused on technology and automation for quite some time to navigate the path to thrive in the modern environment of high costs, regulations, and elevated customer demands. The Manufacturing and Technology Expo in Pittsburgh is […]


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