Here is the reality – if you want to emerge stronger from this crisis environment and into the recovery, you’ve got to be spending this time “watching the tape.” That means, analyzing what you’re doing and identifying what you need to change to do better. In other words, right now isn’t a time for a […] Read More ...

“Time to market” measures the time to have a product ready to ship. But that’s not revenue and cash. “Time to effectiveness” refers to the ability of your business­ development team to effectively present the product to prospects. This was a growing challenge before the crisis. According to CSO Insights, companies in 2018 reported that […] Read More ...

Right now, most (if not all) of our relationship building and sales activities are being conducted using technology. My clients are missing the in-person interactions of sales conversations, client events, conferences, and the like. Not being able to “walk the floor” can be challenging for adhoc relationship building, learning about new problems to solve, or […] Read More ...

For many, it started as a short duration necessity – working remotely for a few weeks. Then we thought it would be over by Memorial Day. Then the Fourth of July. Now Labor Day has passed with no end in sight (and maybe a plan to continue to work remotely for the long term). Since […] Read More ...

Even before COVID-19 was a word, remote sales teams were on the rise. More teams 89% of people worked from home at least some of the time. And it’s no wonder that remote teams were on the rise. Remote workers love the increased flexibility. They report higher levels of job satisfaction. Read More ...