Recent Articles:

The Challenge with Management Consulting Being a management consultant can be a rewarding, stimulating profession. You get the opportunity to meet many interesting people and get to know many interesting businesses. You pick your hours, and you pick your price. You, are in control of you. But there is one fundamental challenge with this career. Unlike any other job, the customer is almost never right. In a world where customers are expecting never to be confronted, this is not an easy obstacle to...

Date:September 21, 2016

The Next Version ... We’re fast approaching the end of our fiscal year which will mark our 8th year in business. A great deal has happened in these past eight years and I wanted to take a moment to reflect. I also wanted to take an opportunity to ask myself ‘what next?’. What’s the next version of 4Growth? First, reflection. We’ve learned a great deal about entrepreneurs and general business management. We’ve...

Date:September 1, 2016

Take a SEAT . . . Your Sales Pipeline is Wrong According to a recent study from CSO Insights, over 47% of forecasted and weighted sales opportunities never close. In fact, the odds of winning at a Craps table in Vegas are slightly higher – as we pointed out in a previous blog . Sales Effectiveness is clearly the Number 1 problem facing CSOs (Chief Sales Officers) today. When sales organizations only close 50% of deals they forecast the conversation shifts from a sales conference call to the...

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Date:June 19, 2015

Do your sales reps struggle to win deals? It’s no secret that sales reps often act as “double agents” in order to keep the peace between their company and client. Sales reps traditionally value their relationship with the client and are often annoyed that they have to “push ” a client or potential client for the business and often try and avoid any potentially negative interaction. At the same time sales reps realize their company provides them a paycheck and...

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Date:March 24, 2015

How do you assess your company's ability to meet its sales forecast? Accurate sales forecasting continues to be a moving target for most sales organizations. In the last few years, web-based research has impacted the buying process and the buyer’s proactive ability to identify their own problems and solutions much earlier in the cycle. As a consequence, traditional sales forecasting models have been severely disrupted resulting in an epidemic of unmet sales forecasts. Currently sales organizations are spending an inordinate...

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Date:February 13, 2015

Is your CFO rolling the dice when it comes to receiving accurate sales forecasts? Large sales opportunities continue to create a false hope to meet forecasts C-Suite executives are losing confidence in their sales organization’s ability to deliver accurate sales forecasts. According to a recent CSO Insights survey over 47% of forecasted (and weighted) enterprise sales opportunities never close. In fact, the odds of winning at a craps table in Las Vegas are slightly higher.  There is a great video by Jim Dickie, Managing...

Date:January 8, 2015

Sales Effectiveness - Transition from Analog to Digital Sales Effectiveness – Transition from Analog to Digital A recent study by Accenture concluded that many of the Global 2000 corporate B2B sales forces are not embracing the numerous tools available to them and subsequently falling short of their revenue goals. http://bit.ly/WGpYe0 Sales Effectiveness is a rather nebulous term as it can mean so many things: quota attainment, productivity, and customer satisfaction come to mind. Many corporate sales...

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Date:November 8, 2014

Jose Bautista - Profile of a Pro I grew up like any true Canadian playing hockey but, given that I was raised close to the Canadian / US border, I also experienced the beautiful game of baseball. We were fortunate to play in 2 leagues: one in Southwestern Ontario and another in Michigan. The level of skill was significantly higher across the river in Port Huron, Michigan. So, I became a student of the game. And, as a result, I’m a real baseball fan. Although I grew up a Detroit Tigers...

Date:October 23, 2014

Differentiate or Die - Continuous Disruption Jack Trout termed this phrase in 2008 with his acclaimed book of the same name. Jack Trout and Al Ries collaborated on a similar work called Positioning – the battle for your mind. Both works concentrated on the art of differentiation. Differentiate or Die is definitely a stronger metaphor and clearly “differentiates” itself from a myriad of marketing books centered on positioning products and services. The underpinning of the whole...

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Date:September 16, 2014

Social Selling - Revolution or Evolution? I believe Social Selling is an evolution of sales enablement versus a revolution. Social Media platforms such as Facebook, Linked in, Pinterest, and Twitter have only been around for 5 or 6 years but during that short time period they have made a tremendous impact on our personal and business lives. Before I talk about Social Selling, we have to recognize that there is a new buying process that is changing considerably faster than the actual sales...

Date:September 2, 2014