by Jim Schleckser | Feb 10, 2025 | HR, Management, Sales, Talent
Hire a Vice President of Sales – You Need to Look Past the Sales Pitch One of the most challenging positions to fill on an executive team is the vice president of sales position. There are a couple of reasons for this. One is that, like most salespeople, even a...
by Jim Schleckser | Nov 19, 2024 | Business, Growth, Management, Sales, Strategy
When growing a business, the best investments often start small and build momentum. Consider a blackjack game: even as the action unfolds quickly, the most experienced players aren’t just hoping for luck. They’re using a strategy, carefully deciding if a...
by Jim Schleckser | Nov 13, 2024 | Growth, Sales
Every Customer Interaction Needs To Add Value. When I managed a sales team full-time, I often noticed a recurring issue that could derail even the most promising deals. Sales reps would say things like, “I’m waiting to hear back” or “I’m trying...
by Jim Schleckser | Mar 12, 2024 | Entrepreneur, Growth, Marketing, Sales, Strategy
Numerous examples exist of management processes built on flawed assumptions. These often lead to misallocation of resources and wasted effort. In pursuit of elusive goals, management can inadvertently tie the organization in knots. The biggest fallacy along these...
by Jim Schleckser | Jan 16, 2024 | Entrepreneur, Marketing, Negotiation, Sales, Talent
Having insights into the potential revenue and sales potential a prospective client could generate proves invaluable when evaluating a sales opportunity. This understanding allows for a more accurate assessment of whether the company can financially accommodate your...
by Jim Schleckser | Aug 30, 2022 | Business, Growth, Marketing, Sales
Locking in Your Customer Acquisition Strategy The general rule is that you can spend more — as a percentage of your sales price — to acquire a recurring revenue customer than someone who is a one-off. But how much should you spend? And just as importantly,...
