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5 Ways Commercial Leaders Are Getting Ahead

5 Ways Commercial Leaders Are Getting Ahead

There’s been a lot of debate around what’s differentiating companies that are faring well during the pandemic versus those that are struggling. Obviously products, offerings and the ability to pivot, if needed, play an important role in a company’s success, but commercial activities are critical too. We asked a few industry sales leaders to share what they’re doing to drive their teams’ success right now. Here’s what they’re up to:

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Topics: Thought Leadership, Growth Strategy, Sales Strategy

3 Tips for Navigating a Flooded Talent Pool

3 Tips for Navigating a Flooded Talent Pool

A wave of new graduates and those affected by COVID layoffs, combined with companies in hiring freezes or slow playing their hiring cycles, equals a flooded talent market. Great news for companies who are still hiring, right? Maybe not.

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Topics: Growth Strategy

Unearthing Profitability in Your Product Portfolio

Unearthing Profitability in Your Product Portfolio

If you’re on the hunt for additional profit, your current product portfolio may hold more treasure than you realize. Whether it’s identifying new buyer segments, increasing margins, identifying areas to leverage technology or identifying products primed for divesting, there may be a number of spots marked with an X on your product map. Here are 4 ways to optimize your current product portfolio:

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Topics: Growth Strategy, Sales Strategy

Show Your Customers a Little Love

Show Your Customers a Little Love

You have $100. You can either acquire 4 new customers or keep 20 of the ones you have. Which would you do?

Some of you will hedge, “Well, it depends on the customers.” True. “How much are the new customers worth?” Valid point. Simple example aside, new customer acquisition can run at least 5x more than the cost of retaining existing clients. And yet, companies spend considerable time, energy and resources on new customer acquisition, often relegating retention efforts to the back burner.

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Topics: Growth Strategy

3 Ways to Support Mental Wellness at Work

3 Ways to Support Mental Wellness at Work

Are you dreaming of your summer break? Counting down to unplugging from it all? What if we worked in companies we didn’t need to take a summer vacation or holiday from? What if we didn’t push ourselves to the brink of mental exhaustion with the expectation we’d be able to recharge over a long weekend or a week off? If we are physically unable to work (i.e., illness, injury) the expectation is we’ll log off for the day or until we’re well enough to work. But what if it’s our mental wellness that’s out of whack? What are the expectations then?

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Topics: Thought Leadership

The Conference Season Hangover Cure

The Conference Season Hangover Cure

After leaving a recent major industry event, I had multiple conversations with attendees who marveled at the number of vendors and foot traffic in the exhibit hall but then confided that, off the floor and away from the bustle, they really couldn’t differentiate them. One attendee summarized it well, “Even after listening to the pitches, I walked away unable to really tell what they could do and unable to tell how they were different from the five other vendors that seemed like them.”

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Topics: Market Research, Marketing Strategy, Sales Strategy

Motivating for Commercial Success in Q4

Motivating for Commercial Success in Q4

If you touch any part of the commercial side of a business, you are intimately familiar with the promise and pressure that is Q4. Whether you’ve been planning for this the whole year and are working a solid pipeline, or it’s snuck up on you and you’re clawing your way to the finish line, it takes a special mix of endurance and focused drive to make it to the end... successfully.  We asked some of the experts who’ve motivated (and sometimes carried!) teams over the finish line to share their tips for inspiring teams to their best performance.

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Topics: Marketing Strategy, Sales Strategy

4 Tips for Finding the Best Sales Talent

4 Tips for Finding the Best Sales Talent

The competition to find, and land, top-notch sales talent is as fierce as the push to meet Q4 numbers. Between the formalized open positions and the “always looking for good talent” opportunities, if you’re a successful sales professional, the world is your oyster. If you happen to be on the managerial side of the equation, life may not seem as rosy. With the cost of mis-hiring a sales rep costing you well into the six-figure range, it’s crucial you make an informed, but expedient, decision. 

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Topics: Growth Strategy, Sales Strategy

Planning to Fail: 3 Mistakes Derailing Your Annual Plan

Planning to Fail: 3 Mistakes Derailing Your Annual Plan

Q4 is known for the frenetic pace that inevitably comes with the final push to meet (and exceed!) annual goals. Amidst the frenzy, we need to pull ourselves out of the weeds of the current plan to focus on creating next year’s plan. Short on time, many leaders short-change the planning process, committing a few cardinal sins that perpetuate the planning-to-scrambling cycle.

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Topics: Marketing Strategy, Growth Strategy, Sales Strategy

The New Trifecta: Workism, Busyness and Burnout

The New Trifecta: Workism, Busyness and Burnout

"I'm so busy!" As summer (for many of us) winds down and conference season and Q4 ramps up, this mantra will echo louder and louder.  We trade stories of miles flown, cities visited, sleepless nights counted, deals saved, speeches given. The tally of these items becomes a proxy score for our value as an employee, our stature as a professional. “She must have a very important job,” we think, “she is always so busy!”  We’ve come to equate busyness with professional status and we’ve come to equate professional status with self-identity. That combination equates to… burnout.

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Topics: Thought Leadership

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