by Ursula Dauenhauer | Aug 21, 2018 | Strategy
Are you thinking about writing yet another Business Plan with the intention to grow revenue? If you work like most organizations, you will look at best-practice, analytics, CRM reports and KPIs, possibly taking industry analyst views into account. The eye is firmly...
by Ursula Dauenhauer | Jun 29, 2018 | B2B Sales Management, B2B Sales Performance, Go-To-Market, Strategy
The hiring and firing of sales people in complex B2B markets seems to become and increasing issue. It puts the breaks on business growth. What’s needed are three crucial steps before you hire. The common story is this: a sales rep is hired because he/she had the...
by Ursula Dauenhauer | Jun 6, 2018 | B2B Sales Management, B2B Sales Performance, Go-To-Market, Strategy
Developing disruptive strategies dominate leadership discussions in all businesses these days. The reason ‘why’ is clear. The ‘how-to’ is not. It is widely accepted that an organisation needs ‘to innovate to be disruptive’. Stop! What was that? Is innovation the same...
by Ursula Dauenhauer | Feb 20, 2017 | B2B Sales Management, B2B Sales Performance, Go-To-Market, Strategy
Are you thinking about writing yet another Business Plan with the intention to grow revenue? If you work like most organizations, you will look at best-practice, analytics, CRM reports and KPIs, possibly taking industry analyst views into account. The eye is firmly...
by Ursula Dauenhauer | May 26, 2015 | Strategy
Getting it right is more important than ever! Mention “sales management” challenges to directors of small and medium sized IT companies and observe the unfolding pain in their eyes. They are tormented by constant new holy grails of sales wisdom: “You don’t...
