If you listen only to Kirk Nelson’s first few words in the interview below, you’ll be missing out on one hell of a treat! Kirk starts the interview by assuring me that ARCA has an accurate sales funnel and a good understanding of what’s going on in the business. That’s good, right? But, where’s the […]
Welcome to Part 2! Here’s where we dot all the ‘i’s and cross all the ‘t’s. We’ll be talking about roles, workflows, campaigns, technology and much more. But I don’t think we should be satisfied to examine these building blocks in a vacuum. After all, Part 2 is all about practice, not theory. Accordingly, it’s […]
In most discussions of sales, the greater organization doesn’t rate a mention. This is more than an idle curiosity. The fact that we traditionally consider the sales function in isolation is likely to be an admission of a fundamental flaw in the design of sales – as well as the cause of many of the […]
Everything you need to know about your sales process … you can learn on a factory floor! If you’re struggling to multiply the effectiveness of your sales process, I challenge you to take a wide-eyed stroll around a modern manufacturing facility. I’m betting that, among the noisy machines, the intimidating technology and the strange sights […]
Question: What’s the primary driver of conversion rate? Answer: In most cases, it’s not sales skill! The primary driver is most often what we call Opportunity Cycle Time: the time it takes to close an opportunity. What that means is that, if you want to improve conversion rates, you should look for a way to […]
I was impressed to see Gordon Ramsay explain TOC basics to a failing restaurateur in his new reality show “Ramsay’s Kitchen Nightmares” the other night. Ramsay is the gruff, Scottish, Michelin-star-winning, celebrity chef. His show tracks his attempts to knock poor-performing restaurants into shape with his unique mix of screamed expletives, gentle reasoning and some […]
