Andy Miller Named a Leading Sales Consultant
Andy Miller has been named a Leading Sales Consultant in 2022 by Selling Power Magazine Alexandria, VA: Selling Power magazine, the leading media company for B2B sales leaders, has named…
Sales Consulting
Sales Force Effectiveness (SFE)
Sales force effectiveness is in the eye of the beholder. An effective sales process for one company will not necessarily be the right one for another firm. To determine your…
Case Study #8: Industry Roll-up
The Problem: Industry Roll Up A medium-sized employee drug-screening company was competing in an industry in which a major industry roll up was occurring. The company’s two biggest competitors had…
Case Study #7: Market Going Flat
The Situation The CEO of a small telephone-systems company sought to stand out in a sea of competitors in a market, which was going flat. Flat Market Analysis We took…
Case Study #6: More Funding for a Portfolio Company
#6 Case Study On Sales The Situation I’m this case study on sales we look at a portfolio company. AVC firm had a portfolio company that was requesting another round…
Case Study #2: Doing Whatever It Takes
The Situation: sales case study #2 In this sales case study we were referred to work with a division Vice President at a large communications company. The division had missed…
Case Study #1: The Wrong Sales Process
The Situation: The Wrong Sales Process A professional services company had a handful of junior sales reps, all of whom missed their numbers. The CEO was frustrated because his company…
Why Can’t My Salespeople Land Big Deals On Their Own?
Why Can’t The Salesforce Team Sell Like The CEO? In theory, salespeople can land big deals on their own, but it rarely happens. Landing big deals requires a very different…
How Long Should It Take to Land a Big Deal?
How Long Does It Take To Land A Big Deal? Different factors will determine how long it will take to land a big deal. If you follow the sales process…
Stop Sales Staff From Discounting Products To Close Sales
Sales Discounting, Should Sales Staff Do It? If you have to discount to bring in the sales, then are you really bringing in quality leads? Is sales discounting worth it? This…