Experiencing Organizational Change? Avoid These 6 Common Mistakes…

For any business, change is inevitable. Organizations that do not adapt to the circumstances of their industry may eventually fall to the wayside—joining the likes of Blockbuster and Radio Shack.

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Six Personality Types Involved In Business Transformation Projects (And How To Manage Them)

In business transformation management, it is typical that people pick a change management model and try to push everything into that formula. That’s why 70% of change management projects fail and why we need to rethink our approach. But no matter what changes or breakthroughs are made to the old systems, keep in mind that one constant will always remain: the different personalities of those at the helm.

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12 Ways LinkedIn Can Grow Your Brand’s Content Marketing Strategy

LinkedIn is becoming a growing source for brands to publish and share highly readable content. While the platform is considered the social site for professionals to connect, more businesses are taking advantage of its solid reputation to circulate content to clients.

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Future Role of Sales in the Life Sciences

Those of us who have been sales professionals in the life sciences industry for the past ten years know how drastically the role has changed in that short amount of time. Before digital marketing and online ordering centers, the role of the salesperson was to inform potential clients about their products and how these products were needed to improve their work operations with the hopes of booking an order.

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The Secret Structure of Winning Sales Calls Mimics Great Storytelling

It used to be the day and life of a sales person was defined by how many sales calls they made. Productivity was king. If a great sales person could get a prospect on the phone, it was highly likely that a deal would get done. Having been a sales rep, who ‘dialed for dollars’, a manager who pushed my teams to constantly be working leads to someone who is constantly on the lookout for sales best practices – I was pleasantly surprised to find some compelling new research tackling the topic of what makes a winning sales discovery call.

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How to select dashboards that improve KPI tracking and increase project success rates

Dashboards can be an easy way track key performance indicators by aggregating project information from multiple sources into one visual display. Here’s how to select one that works for your company.

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How To Create A Great Investor Pitch Deck For Startups Seeking Financing

Startups frequently prepare a “pitch deck” to present their company to prospective angel or venture capital investors. The pitch deck typically consists of 15-20 slides in a PowerPoint presentation and is intended to showcase the company’s products, technology, and team to the investors.

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The One Thing Sales Organizations Should Do To Increase Revenue In 2017

If you believe the research, only 55% of salespeople make quota. That means 45% of sales people don’t make their quota, and the reason is we’re flying blind. For years sales organizations have had to use quantitative metrics to determine if a sales person was effective. We’ve measured the number of calls, the number of touches, meetings set, closing percentages, average deal size, emails sent, conversion rates, quota attainment and more, to ascertain a salesperson effectiveness.

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