The Keys to Achieving Sales Force Effectiveness

Posted by Kyle Heller on Wed, Oct 09, 2019


Getting your sales force to achieve peak performance requires thoughtful strategy and execution across a diverse and interconnected set of categories and sales force effectiveness drivers. It requires a delicate balance of effective talent management to ensure capable and motivated salespeople, and the infrastructure to enable their focused effort on the right customers, behaviors and outcomes.


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Five Strategies for Tackling Flexible Consumption Models

Posted by Kyle Heller on Mon, Jul 30, 2018

This post is the first in a six-part series on strategies for high-tech companies and business leaders to adopt to meet the evolving requirements associated with flexible consumption models.

For as long as I can recall, tech executives and industry experts have been avowing the urgent need for the industry to transform and meet the requirements of the new digital world, or risk being left behind as a cautionary tale. They cite the same trends and confluence of things which make the timing right: the rise of mobile, social, connectedness, new technologies and data sources, and any number of statistics about increasing customer sophistication and the changing nature of the customer journey.


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Betting Big: Four Keys to Unlocking Growth During Restructuring

Posted by Kyle Heller on Thu, Sep 22, 2016


This post is the third in a
 seven-part series examining top trends that are reshaping the high-tech industry.

The tech industry, much like technology itself, is based on an equilibrium of constant change and innovation. While each year feels familiar, new technologies, competitors and evolving customer engagement requirements create an ever-changing set of challenges and opportunities for tech companies seeking sustainable and profitable sales growth. In response, tech companies continue to search for new routes to market and sources of growth through both organic and inorganic means. This has created a subtle but powerful restructuring of the tech industry over the last several years as companies bet on new sales strategies and modes of growth.   


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Striking Gold Like a 49er: Five Steps for Realizing Your Potential

Posted by Kyle Heller on Wed, Apr 20, 2016

In 1849, hundreds of thousands of people saw an opportunity to strike it rich and rushed to California in search of gold. While these 49ers, as they were called, had the right idea, the methods that they used to find and capture their riches were crude—at least by today’s standards. I can almost hear the banjo playing in the background as I picture it: a bearded man in a wide-brimmed hat, kneeling over a stream, panning for gold for hours, working incredibly hard but not smart—and thus typically for little return.


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What’s Your Walk-Up Song? Five Tips for Developing Your Personal Brand

Posted by Kyle Heller on Tue, Feb 23, 2016

At the breakfast table last week, I sat and smiled, enjoying the excitement in the air as my two young sons discussed the upcoming little-league baseball season. After a break in the conversation, my 7-year-old turned to me and said: “Daddy, you know how when we go to the Giants’ games and the batters walk up to different songs? Do you think they get to pick their songs? I think they do. I think they pick a song that tells us about who they are, since we don’t really know them that well.”


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