Jim Marshall

In the work we do with our business leaders and sales executives, we have a saying: “You either win or you learn.” The COVID-19 pandemic offers lessons to be learned that directly relate to your business development and selling efforts. Qualification is essential For health care professionals who have been caring for people impacted by … Read more

If you’re a sales leader, you are tasked with striking a delicate balance—particularly during the current business climate. Your job is not to sell for the members of your team, but it is to help shape the business development strategies that make the most sense for your business and for the salespeople who report to you. Here … Read more

Many business owners and company executives we work with are going through difficult times in ensuring their operations run effectively and, more importantly, keeping their people focused and productive. We don’t know when it will end, but it is incumbent on all of us to stay positive, keep soldiering on and channel any potential despair and … Read more

With the first quarter of 2020 already “in the books,” you and your team should have a good idea of your year-to-date revenue pacing, what’s currently in your sales pipeline and what has a realistic likelihood of closing. All sales teams are unique but every team leader in every industry, we believe, should be wondering: What … Read more

Selling for a living in the 21st century requires dealing with hard-to-anticipate changes in the areas of technology, marketplace trends and client and customer agendas. Falling behind in any one of these areas means losing relevance and, with it, your competitive edge. Here are three simple things you can do to make sure you stay … Read more

At this time of year you might be thinking about adding to—or perhaps, top-grading—your sales staff. But what kind of salesperson should you be on the lookout for? What specific traits do the ideal sales hire possess, no matter what industry you’re in, and no matter what your market looks like? These are big questions. … Read more

You already know the importance of setting goals for the New Year—certainly, you’ve completed yours—but does it make sense to also reflect on the successes and setbacks from 2019? Here are four suggestions on how you, as a leader, can use insights and learnings from the year that just ended to shape your organizational growth … Read more

Business owners and leaders, beware: January will be here before you know it. With that inescapable reality in mind, consider the following strategies you can use right now to ensure your business is positioned for maximum growth in 2020. Get specific about what success in 2020 looks like. When you’re communicating with your teams, break down … Read more

Hard to believe, but January will be here before you know it. As a leader, this might mean the implementation of strategically necessary change initiatives that affect the sales team in the New Year, such as the restructuring of territories or the revision of the team comp plan. Technically, of course, there’s no reason these … Read more