Sales Managers play a pivotal role in driving growth and profitability within B2B professional & technical services firms.

Effectively using this 2x2 “Blue Chip” Matrix is the starting point for clarity, focus and alignment.

It is leadership’s responsibility to establish a “Success Profile” for their unique sales role(s) including realistic performance goals.

Scott Peterson has dedicated the last couple of decades to sales, leading and managing sales teams and working with executive leaders...

As we speak, your sales, marketing and customer success teams are abusing precious time by pursuing misaligned prospects.

Let’s be honest. Most cold outreach sucks. It’s painfully clear and obvious when you are the recipient of a generic email blast.

You have a small number of clients that are generating the vast majority of your revenue and profitability.

If they are not willing to schedule time to review your proposal live with you…they’re just not that into you.

Based on CEB’s “The Challenger Customer”, on average there are now more than 5.4 stakeholders involved in the decision making process.

These are prospects who often go through the entire sales process, only to end up doing nothing.

Time is your most precious resource. How and where you invest your time largely determines your performance and your paycheck.

The buying journey has become much more complicated. Sales organizations are investing more time with prospects but closing fewer deals.

You are making important strategic decision based on your sales pipeline and the information is inaccurate.

It’s been my experience that when you meet someone who is going to change your life, you almost never know it as it’s happening.

Learn as though you’ll live forever,” speaking in reference to living your life to the fullest and reaching your full potential.