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You Wouldn't Build a House Without a Blueprint, So Why Build a Channel Without a Playbook?

Companies spend millions on their channels every year, and they should. There's partner recruiting to be done, demand generation to conduct, marketing collateral to be made, and a field to manage. The hope is that the money put into these areas is money well spent.
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Trust Is A Currency: Build And Spend It Wisely

Getting executive buy-in and funding is one of the biggest obstacles implementing a new business initiative whether you are in a new role, new organization or just have a new idea for driving the business forward. There is only so much that can be done, and only so many “top” priorities that can be executed with limited resources.  Top executives are always weighing requests for funding and other ...
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When your pipeline is full – keep filling it

Business is booming. Your whole sales team has been crushing it and your pipeline is flowing like a firehose. Time to take a breath, relax and set cruise control.
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3 steps to winning your audience's attention

(AKA. Sometimes love just ain’t enough) (AKA. Someone had a great message, but then you won’t believe what happened next…)
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Don't Hate The Player, Hate The Game

Call me an optimist, but I’ve always thought people are inherently rational.  They tend to act in a logical way based what they perceive as their natural boundaries.
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Don't sell a better mousetrap, sell a mouse free home

We have talked about selling benefits before, but more than just basic marketing collateral this is a critical behavior for today’s direct sales force.
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3 common reasons your business is stuck in neutral

During our time working with customers’ sales teams, we’ve found a few common problems that companies with flat growth often suffer from. As is the case with any difficult change, the first step is understanding that you’ve hit a snag.
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Make The Most Out Of Your Budget And Still Grow Sales

Trimming overhead and slicing operating expenses (OpEx) is a challenge for any business. but it’s also a key part of running a successful business. The Society for Human Resource Management (SHRM) explains: “The metric of salaries as a percentage of operating expense is related to two important factors that drive any business—the base salary costs associated with human capital and all other costs ...
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Our Sales forecast has dropped again! Why?

Recently, we talked about the need for sales-force transformation. As the third of a five-part series, let’s focus on the need for employing disciplined sales processes coupled with fielding exceptional sales force talent to achieve superior performance.
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Taking Advantage Of The New Sales Equation

People and companies have in the past developed a product so superior to the competition, winning in the market place was nearly certain. However, it never lasts.
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