The constant news cycle centered around AI and machine learning forces leaders to consider where to apply this new knowledge and capability. Do we work strictly with existing data? What about security? Can it make my forecasts more accurate? And, if the robots are coming, when will they replace those pesky salespeople? What is the future of sales and selling? Read more
Two sales managers are promoted. Both are given teams of the same size, producing similar results, and are instructed to increase results. Both managers are given the same annual budgets, the same support systems, and report to the same VP. A year in, the VP notices a small gap in performance, but both teams are doing better, the VP is happy. Two years in, that small gap has grown and one team is clearly performing better, from the lowest sales rep to the top. The VP wants to know why? What is the difference? How does one become a successful sales manager?
Without interviewing or knowing the managers in question, I will give you one difference between the two. The best way to explain it is to think of a single sales representative and their new objective. Read more
Why hire an executive coach? I have one idea to answer this question. More of my fortune cookie wisdom.
It’s no fun to be introspective. Since it’s a challenge and a chore, hire someone to do the work for you.
Consider the flip side of my statement. Whereas it’s no fun to be introspective, it’s easy and great fun to point out the quirks and failures of others. It’s part of being human.
If you want to accelerate your performance while expending less energy, hire an executive coach. They’ll find it easy and you’ll get to your goal faster compared to going it alone.
Good stuff.
One of my children is graduating from college this spring and will be starting a new job in sales. In case he decides to ask me what I think it takes to be successful in sales, I have prepared this short primer on sales success. Father to son style. Read more
The Downward Pressure of Information on Seller Commissions
If you’re a fan of sales and selling, this New York Times article on airplane seller Steve Varsano, owner of The Jet Business, is a page turner.
Selling Airborne Opulence to the Upper Upper Upper Class
Selling airplanes has been one of my go-to analogies when describing product complexity and budget prioritization, “on one end of the decision making spectrum you have something like a tube of toothpaste, on the other end you have something like a private jet.” This article gives a glimpse into the a world where buyers have big budgets and the ability to prioritize how those dollars are spent intersecting with a product that is complex and completely customizable. A $70MM private jet. Read more
GREG’S RIGHT FIT NEWSLETTER #108
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Quick notes to help you get more done in less time. . . next week.
In this issue:
– Techniques for FIT
– Being Human
– Random Stuff
Read more
Who holds the algorithms accountable?
We are evaluating a new technological wonder, a soon to be indispensable part of this client’s martech stack. A proprietary algorithm that will power the growth of the company.
It reminds me of a story about how the machines are building their own algorithms and that gets me wondering. Who will hold the algorithm accountable? Read more
GREG’S RIGHT FIT NEWSLETTER #107
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Quick notes to help you get more done in less time. . . next week.
In this issue:
– Techniques for FIT
– Being Human
– Random Stuff
Read more
One Million Software Companies by 2027
I’ve been thinking about this quote from Jay McBain at Forrester, “I estimate there are more than 100,000 software companies (ISVs) today around the world — up from 10,000 only 10 years ago. I wouldn’t be surprised. . . to see that number grow to 1 million by 2027.”
Today, in the sales and marketing space there are an estimated 5,000 software companies. In 10 years that number could be 50,000? 50,000 companies that understand sales and marketing, selling and marketing.
Think about it. 50,000 companies emailing you about their solution. 50,000 companies calling you with ideas about how to improve your outcomes. 50,000 companies competing for your sales and marketing dollar. Assuming each of those companies have five sales people on staff, that’s the population of Akron, Ohio fighting to get your attention and sell you a solution, every day in 2027. Read more
GREG’S RIGHT FIT NEWSLETTER #106
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Quick notes to help you get more done in less time. . . next week.
In this issue: a mini-manifesto
– Techniques for FIT
– Being Human
– Random Stuff
Read more