It’s no coincidence that growth executives in the top 22% of companies make their number consistently and predictably. They accomplish this by working on strategy and execution in unison. CEOs who overweight strategy to the expense of execution and f

Each new year seems to usher in more unrealistic expectations on sales and marketing leadership, accompanied by level or shrinking budgets. The question remains for companies of all sizes, are trade shows worth any of my time or budget? The answer i

In 2017, CIO magazine reported that around one-third of all customer relationship management (CRM) projects fail. That was actually an average of a dozen analyst reports. The numbers ranged from 18% to 69%. Those failures can mean a lot of things — o

GONE ARE THE DAYS where being online means just having a website. In the last ten years the digital space has rapidly evolved, securing and growing its role in the business world. It couldn’t be a more important time than now, to stay informed, adapt

Like so many essential business practices that can radically improve an organisation’s overall performance, ‘auditing’ is far from sexy. Unlike ‘innovation’, ‘disruption’, ‘deep dive’ and other buzzwords that business executives love to slip into str

I’ve spent 16 years in technology sales, with most of that spent in sales leadership at Salesforce and other technology companies. I’ve had the luxury of observing great sales professionals in tech and beyond and have observed that the top performers

Diverse teams have higher rates of innovation, error detection and creative problem solving. Research by the NeuroLeadership Institute has proven that when we are forced to work in groups that are drawn from different disciplines and perspectives, ar

1 How does an organisation position itself for driving innovation? Innovation is baked into the cake, not sprinkled on top. You can’t delegate innovation to an individual, a department or an outside consultant. 2 Are there innovation tools and plann

Sadly, salespeople who are afraid of making cold calls have trouble hitting their quotas, are more stressed, and are likely making less money than their counterparts who don’t share this phobia. I don’t know who said it first — Henry Ford, Zig Ziglar

How do you define strategy? It’s a process that requires an executive or group of executives to make a set of choices about what the company, division, functional unit or product will do and will not do. Second, it includes key components such as a

Reacquisition is especially important for B2B companies. Because of current trends, increase in the number and size of mergers, the variety of choice in global markets, and uncertainty about trade wars, customers are constantly re-evaluating their re

1 How do you prepare your executive team for strategy planning? The real challenge is to properly formulate what the challenge is that needs to be solved: making sure everyone agrees what this challenge is and that they have all the relevant informat

Nestled atop rugged cliffs overlooking the bay of the charming town of Cefalù, this luxury spot offers a taste of authentic Sicily. Wake up to lush gardens in your private Villetta and start the day with a rejuvenating fitness paddle class on Medite

1 How does an organisation position itself for driving innovation? Innovation is not enough. Organisations need to reconstruct the way they look at innovation and develop ‘today’, ‘tomorrow’ and ‘the day after’ teams. The today team, with a one-to-tw

When one thinks of a conference, seminar or business trip, it’s quite natural to immediately be drawn in to the same images: Standard set-ups, repetitive restaurant experiences and confined spaces. The Birchwood Hotel & OR Tambo Conference Centre is

As an executive coach, I work with many successful leaders who want to become even more effective. Recently, I asked a client of mine what kind of feedback she was receiving to help her be a better leader. She said, “My last performance review was re

When John Mattone took to the stage at the annual ThinkSales Sales Leadership Convention, he began his keynote by recounting the growth he’d witnessed in Steve Jobs during his years as Jobs’ executive coach. “Steve shared an incredible insight with m

We’ve spent decades believing that stress is the enemy. It negatively impacts our health and impedes our ability to work effectively. In short, stress is bad. It’s a killer and we need to ‘manage’ it, or even avoid it at all costs. But Kelly McGoniga

Fast forward some twenty years from the first SMS, and SMS messaging has developed into a billion-dollar industry with ever-evolving uses. Yes, the way we use SMS has changed in that we don’t really use it for person-to-person (P2P) communication any

When I was younger, I would often play ‘The Telephone Game’ with my friends. You whisper a phrase to one person, who whispers it to another, and so on until the last person in the line repeats the message out loud for all to hear. Inevitably, the phr

Each year, many sales leaders face the reality of an increasing target and static headcount. Some are blessed with new products or additional marketing to support the cause. Others are left with the challenge of doing more with less. Sales is often o

Across the technology industry, subscription sales models are growing in popularity. The trend is having a big impact on sales forces. For example, an enterprise software company recently transitioned from selling custom software as a one-time produc

Over and above providing a simple and cost-effective way of communicating with customers, the benefits of SMS are hard to ignore. Here are our top six reasons why companies still choose SMS: SMS is one of the few technologies that reaches people rega

In the past decade, content marketing has become a widely established practice. Companies have hired writers and chief content officers to run departments, create blogs and other materials, and, in the process, some have assured sales people that con

You need to be efficient in order for your reps to be productive. Get your house in order — optimise your enablement and sales processes before bringing on new talent. need quick growth. My current I reps are good, but coverage is unsaturated. Should