The Hunter-Farmer Puzzle: Solve It and Accelerate Sales

Middle market companies often get it wrong. Large companies tend to get it right. For small companies it is not a relevant question because everyone wears lots of hats anyway. And that is how middle market companies can end up … Continue reading →

Don’t let GAAP lure you into bad business decisions

A recent article in CFO Magazine caught my eye. It was fascinating to read how Fortune 50 companies – including the Big 3 US automakers – have been making the same mistake that I and my colleagues see at many … Continue reading →

In a middle market company, financial analysis can really accelerate sales

Yes, really. Financial analysis can be the most important step in the selling process. Yet we rarely see it. We have been working with two very different companies recently in two completely different industries: one in consumer goods and the … Continue reading →

Can we clone the CEO – in order to turbo-charge sales?

In our experience working with middle market companies, we find that the CEO is almost always the best salesperson. Hopefully, the head of sales is better skilled at sales management and sales operations. Yet in terms of the actual act … Continue reading →

Whitepaper on: Sales Effectiveness – The Power to Grow

In our recently published whitepaper, Stanton Associates identifies the key building blocks of sales effectiveness. In almost every industry there is a leading company that is a high-powered machine in winning new customers and accelerating revenue.

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