Media

Note: this article first appeared at the Harvard Business Review online, here. Summary.   Digital tools powered by relevant data can help to generate customer insights, better allocate sales resources, facilitate channel interactions, and improve brand value. But,...

Note: This article first appeared in the December 2023 article of Top Sales Magazine. Business decisions are about tomorrow, not yesterday. A key to looking forward in most firms is the annual strategy meeting, where linking sales efforts with strategy is vital for...

Note: This article first appeared in the October edition of Top Sales Magazine. There are few alternatives to growth for most companies. It’s the rare firm whose goal involves getting smaller and, for employees, there is a strong correlation between their company’s...

You can watch Frank's interview with the Beltway Broadcast podcast here, where he discusses the purpose of performance reviews and shares some best practices.

Note: this article originally appeared in the European Business Review, and is co-written with Ben Plomion of Dibbs. The hype about NFTs might be over, but when carefully deployed, they remain a viable tool for brand engagement, customer reward, and revitalising a...

Note: This article, co-written with Mike Schultz, first appeared in Training Industry here. Front-line sales managers hire reps and influence their training, guide rep action plans and ongoing execution from day one, provide (we hope) feedback to reps and so reinforce...

Note: This article, co-written with Jacco van der Kooij, first appeared at Harvard Business Review online here. Summary.   Traditional sales models focus on customer acquisition and the “funnel” or “pipeline” metrics that dominate talk about sales. But this approach...

Note: This article first appeared on Harvard Business Review online here. Summary.  Understanding where customers are, how they navigate streams in your market, and how to interact with them in a given stream is now central to crafting a good customer experience, and...

Note: this article, by myself, Jay Galeota, and Michael Wong, first appeared here at Sales and Marketing Management. Most strategies are about growing the business. But about one-quarter of companies do not grow at all and, even before the pandemic, only one in eight...

This article first appeared in Top Sales Magazine. Few customers want to pay more but most seek value, and it’s sales’ responsibility to frame the value proposition, including price. Here are three processes required to do that. Understanding Value and Costs....