I’m not easily intimidated, but as soon as class began, I knew I was dead meat. In the first 20 minutes, the instructor said “GEAR UP!!” Six times – and she wasn’t kidding. I could feel the passion oozing from her heart, see the...
Posts by Andrew Freedman
In our last post of this series, we will focus on elements of sales strategy. Specifically, we will address: Customer and Opportunity Segmentation Resource Mix Territory Alignment Customer and Opportunity Segmentation When...
Following the post on the structural elements in building a high performing sales organization, in this piece, we will take a closer look at sales operations. Specifically, we will address: Compensation Technology Reporting and...
In the first part of this series, we discussed the overall approach and framework involved in building high performing sales organizations. Here, we begin breaking down the key elements to explore “what” and “how” to address...
With the consistently changing business landscape – mergers, acquisitions, expansion, contraction, globalization, economic and regulatory pressures – organizational leaders need to consistently think about the best ways to serve...
I wouldn’t consider myself very proficient in my yoga practice. Every time I take a class, though, I can say I’ve loved the experience (even though I can’t do all the poses, and experience significant discomfort from...
I’m selfish. There ... I said it. You probably are, too, and you know what? It is ok. It really is. Let me explain through a quick story. Recently, we had one of our clients achieve a milestone moment. They run a thriving...
What is a great organization, really? When speaking with owners and CEO’s about their goals and aspirations, we hear things like: Build a great culture Have great employees who love what they do, and where they do it Provide...
70% of change initiatives fail to deliver the intended business impact. 70% of the workforce in the US is disengaged. You’ve likely heard those statistics before, and that’s not where the value of this post lies. Our team at eQ...
