Tom Fournier as a fractional vice president of sales

Why Not a Fractional VP of Sales?

I have recently been working with a client who does work around marketing strategy. They were quite interested in the idea of offering themselves as a Fractional Chief Marketing Officer (CMO). This got me thinking! 1) What is fractional? Some quick searches revealed: “Fractional executives, are executives who take up a part-time position in a…

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Sales Scorecard Ad

What is Your Sales Strategy Score?

How big of a priority is your sales organization and its performance? Is your approach to sales ready for the new realities of sales in this modern era (post COVID) of selling and interacting with customers? Perhaps your sales performance is fine but could it be better? How would you know? We are pleased to…

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Sales Leads Graphic

How Much is a Sales Lead Worth to You?

What is a sales lead worth? This question has come up a number of times in recent client conversations. There are various means of gathering prospects and starting those prospects into leads on their journey into the sales funnel. To consider a few: • Networking• Social Media Networking and Engagement• Email Marketing• Webpage• Online presence•…

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yogi berra on business strategy

Where Are You Going?

I love the profound wisdom of Yogi Berra. In this instance, “If you don’t know where you are going, you might wind up someplace else.” This applies to business strategy. Do you take the time to review where it is that you are going? This could be your business or your personal performance or the…

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Tom Fournier does ISSA Canada 2021 Opening Keynote Address

Our Founder/President, Tom Fournier had the honour of facilitating a conversation with Tom Gale, CEO of Modern Distribution Management for the opening keynote of the 2021 ISSA Canada Annual Show. The recording can be seen here:

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How Does Your Sales Strategy Measure Up? (A Quick Self Assessment)

How are you doing with your sales strategy? How would you know? We offer a simple self assessment looking at aspects of a sales strategy for B2B sales. It is available as a PDF through the “download” button. Or if you prefer, send a request for a conversation or the form:

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face to face meeting

Will a Return to Face-to-Face Selling Accelerate Your Business?

I have noted more and more dialogue around people and companies looking forward to face-to-face meetings with customers and how impactful this will be. While it will feel great to have interactions with people in a form other than “virtual” will it really change the performance of your sales organization? Consider this: 1) Will your…

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Box of Donuts Selling is Over - Blog Image for Shade's Mills Group

Box of Donuts Selling – Revisited

By Tom Fournier I am sitting here in 2021 and looking back on something that I wrote about back in early 2019. How much the world has changed in those two years! If box of donut selling was on the decline then, it has pretty much been eliminated now. COVID-19 had accelerated changes in sales…

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Kleenex Box Sign

That Time I Went Viral!

Not long ago, it was a Friday afternoon and I was winding down my week. I came across a photo from my hometown that combined my childhood and my long association with Kimberly-Clark. I posted that photo along with a little anecdote and carried on with my day. Then things got a little wild! There…

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Child with Doctor Check Up

Annual Check-Up (for Sales!)

As we continue to work through an extremely unique historical event in the form of a global pandemic, we find it is also a tremendous opportunity to do a check-up or analysis on the effectiveness of your sales approach. Here are some items to evaluate: 1) Have you turned to some form of social media…

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