Knowing how to identify business problems means recognizing the patterns that repeat throughout your business. Every significant problem leaves evidence behind. The challenge is learning how to read those fingerprints before you decide on a solution. We’ve seen how easy it is for leaders to fall into...
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Business growth often reveals decisions that no longer fit the company you now have. At the time, those decisions usually made sense. You added a service to meet demand. Maybe accepted a customer segment because it generated revenue. Or you created an exception to win important work....
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Sustainable business growth rarely breaks down because leadership lacks ambition. More often, it stalls because the revenue systems underneath the business were never intentionally architected to carry the weight of expansion. You can operate for years on momentum, strong relationships, talented people, and a handful of workarounds...
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Many sales pipeline problems begin the moment your business allows the wrong opportunity into the system. Do you have an ideal customer profile? When we consult, most companies tell us they do. The next – and most significant – question is usually this: Does your pipeline obey...
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If your business only moves forward when you or your senior leaders step in to intervene, you have a management system problem rather than a people problem. That may sound blunt. It’s meant to. Because many leadership teams misdiagnose inconsistent sales performance as an issue of talent,...
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Emotional intelligence in sales leadership rarely gets first mention when senior leaders appoint a new sales leader or manager. Often, what comes up more in the discussions are: Revenue history Quota overachievement Big accounts won A strong personality who “knows how to close.” All sensible criteria. All...
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