Blog

Do you know the latest industry news? Read our insights to stay in the loop.

December 18, 2017 | Stephen Timme

THe KPI Connection - Fixed Asset Utilization

On Tuesday we posted the metric of the month (Fixed Asset Utilization this month). Today we’re going to take it one step further and talk about how Fixed Asset Utilization translates into – or “connects” -- to key ...

Read More

December 15, 2017 | Stephen Timme

Metric of the Month - Fixed Asset Utilization

What time is it??  It’s metric time!!  This month we’re talking about Fixed Asset Utilization.  If you have clients in industries like utilities, telecomm, retail, or manufacturing, you no doubt hear this term ...

Read More

October 23, 2017 | Becca Sundal

Create More Effective Sales Messaging Using Your Client's Goals

True story from the archives: a sales team had leveraged existing relationships at a major retailer to get a meeting with senior executives including the CEO; they were aware of what a great opportunity they’d been ...

Read More

August 24, 2017 | Stephen Timme

Selling More with Client Financial Insights – Part 3

When you have insights into a client’s financial performance – you have a competitive edge. In Part 1 of this series, we explored the benefits of selling with financial insights and how they’re an integral part of ...

Read More

August 17, 2017 | Melody Astley

The Importance of Insight-led Selling and 3 Focus Areas to Sharpen your Practice

Forrester research well documents that buyers’ expectations have changed. They want their sales teams to bring thought leadership and reveal something unknown about their business, rather than simply promoting a ...

Read More

July 19, 2017 | Stephen Timme

Selling More with Client Financial Insights - Part 2

Part 1 of this series explored the benefits of selling with financial insights and how it’s an integral part of insight-led selling. This Part 2 provides a case study on developing financial insights using a real ...

Read More

June 29, 2017 | Stephen Timme

Selling More with Client Financial Insights - Part 1

Developing financial insights about a client is one of the key skills that separates top performing sellers from all others. Client financial insights include analyzing a client’s financial performance, identifying ...

Read More

April 6, 2017 | Stephen Timme

Provoking with the Power of One - Part 2

We discussed in Part 1 of this series how the Power of One is your X-Factor in separating yourself from competitors and motivating clients to move more quickly to explore your solutions. As a quick reminder, the Power ...

Read More

February 6, 2017 | Dr. Stephen Timme

"Show Me The Money!": Executive Compensation - Make it Personal

Tom Cruise made the line famous when he screamed it at the top of his lungs to keep a difficult but important client. While this may be an extreme made-for-the-movies example, here in the real world not much grabs a ...

Read More

January 27, 2017 | Stephen Timme

Provoking with the Power of One - Part 1

In this two-part series, we show you how to use the Power of One to provoke your client to explore your solutions and move more quickly. Part 1 of this two-part blog defines what the Power of One is and where it’s used ...

Read More

November 25, 2016 | Dr. Stephen Timme

Big Data and Data Analytics in the Banking Industry

Challenges in the economy have proven especially impactful to the Banking industry, but perhaps not the biggest and certainly not the only challenge forcing the banking industry to reinvent itself in many ways. ...

Read More

October 3, 2016 | Dr. Stephen Timme

Unlocking Hidden Value

In good times, motivating companies to change is a challenge. It’s understandable. From their perspective, why mess with a good thing? Far too often, good economic times provide cover for less than stellar business ...

Read More
No More Posts

CONTACT US

Get in touch with us for your customized solution.

Contact Us