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Monthly Archives: November 2017

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Operating Executives: Are you already behind on your fiscal 2018 sales goals?

UncategorizedBy David AspinallNovember 8, 2017Leave a comment

Is your compensation plan or sales goal measured in annual revenue dollars? Do you sell a product or service that bills an ongoing revenue element monthly? What is your “time to value” on selling new business?   The leaves are falling, the temperatures are dipping, the holidays approach …..and sales leaders and operating executives everywhere…

Private Equity:  This could be the diligence you are not doing

BLOGBy David AspinallNovember 2, 2017Leave a comment

Private Equity:  This could be the diligence you are not doing   Regardless of whether you are one of my partners in Private Equity performing diligence on the potential acquisition of a portfolio company or a company CEO struggling with underwhelming sales, you should be looking for some key leading indicators within the sales team. …

There is no such thing as a quiet period!

BLOGBy David AspinallNovember 2, 2017Leave a comment

David: “What the latest on that bid process for ABC Company?” Sales Professional: “We are still awaiting a decision“   How many times have you had this conversation as a sales leader?  Here’s the deal.  There is no such thing as a quiet period.   Most of the time during the process of responding to…

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