Posts by Triple20

What to Expect with A Fractional Sales Manager

Conventional wisdom says that entrepreneurs must be great salespeople to succeed.  That’s a tall order, and quite improbable.  Entrepreneurs must be experts in their chosen field, but sales isn’t typically their profession. Like any discipline, salesmanship requires commitment, dedication to self-directed training, and practice.  Entrepreneurs simply don’t have that kind of time, nor do salespeople…

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Chasing Stars: Are Sales Skills Portable?

In Chasing Stars, Boris Groysberg analyzes the portability of performance when one company poaches a star performer from another company but it turns out that the results can be quite uncertain. His work focuses on whether top performing analysts at Wall Street firms can replicate their success at other firms. Groysberg concludes that it is…

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Take Time to Design a Clear Sales Process

Startup incubators are fascinating places because the people who gravitate there have gone to great lengths to bring innovative ideas to life. What I learned from my incubator days is that most entrepreneurs typically don’t invest enough time thinking through how they intend to bring their product to market. We work with startups and small…

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Does the Buyer have a Reason for Change?

In The Funnel Principle, Mark Sellers tells the story of an institutional research salesperson for a Wall Street Firm who repeatedly called on an analyst that always took the meeting but never paid for the research. The issue was that the seller used a traditional sales funnel methodology that did not align with the buying…

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