In today’s fast-paced business environment, organizations face numerous challenges, particularly when it comes to attracting and developing top sales talent. In this two-article series, we uncover overlooked strategies to boost sales performance, examining the impact of technology, strategy, leadership, performance management, and other critical factors that drive business success. In a recent interview, Professor Frank Cespedes shared his expert insights on effectively managing the sales function to enhance business outcomes. This interview is divided into two articles. This is Article 1, where we begin by exploring Strategic Approaches to Sales and Sales Talent. We’ll delve into foundational strategies and best practices for building a high-performing sales team. Article 2 will follow in two weeks, focusing on the Leadership Role in…
Image by Lightspring via Shutterstock_Resized Startup culture is a term that encapsulates the attitudes, values, and behaviors that differentiate startup companies from their more well-established counterparts. It's the secret sauce, the mojo, the lifeblood that gives a startup the power to innovate and outperform even the largest of competitors. This lively and dynamic environment, typically marked by open communication, flexibility, and a passionate commitment to the mission, plays a pivotal role in shaping the startup's future. Let's be real, people are your cherished treasure, and when we talk about people, their collective approach shapes your company culture. Your startup culture, when cultivated thoughtfully and intentionally, can be the catalyst for extraordinary growth and success. Ignored or mishandled, however, it can…
Delugs co-founders Chia Pei Qi and Kenneth Kuan’s story is an inspiring example for aspiring entrepreneurs and couples considering a shared business venture. From getting to know each other to building a life and a thriving business together, their journey highlights the importance of mutual respect, aligned goals, and adaptability. As co-founders and partners in life, they’ve mastered the art of balancing personal and professional dynamics, turning challenges into opportunities. Through their experiences, they offer valuable advice to couples: test your compatibility, communicate openly, and ensure your visions align. Chia and Kuan prove that with the right foundation, love and business can not only coexist but flourish together. From Hobby to Handcrafted Luxury For Chia and Kuan, crafting leather goods…
Meet Mary Ann Pierce, the visionary force behind MAP Digital and its groundbreaking MetaMeetings platform. As an "accidental entrepreneur," she changed the events sector by developing the most flexible and adaptable platform for sales-driven conferences. Pierce shares her journey - where it started, the turning points, the challenges and the growing vision for MAP Digital, Inc. She also gives insights into trends and changes in AI technology and how her life lessons can inspire budding entrepreneurs. Read and explore how her principles and journey have influenced the future of the events industry. How did the MAP Digital journey and transformation start? I consider myself an “accidental entrepreneur, finding myself at the forefront of the World Wide Web in the mid-nineties.…
Journey Protector CEO Anne Lawlor (R) in an Enterprise Ireland promotional campaign. Haulage companies face huge losses daily due to theft, damage to their loads, and hefty fines arising from undetected illegal stowaways entering the rear of their vehicles. Under the new revision of the UK’s Clandestine Entrant Civil Penalty Scheme from 13 February 2024, fines for lorry drivers found with illegal immigrants hiding in their vehicles increased fivefold from £2,000 (approx. €2,250) per stowaway to potentially £10,000 (>€11,000). Considering that independent owner/drivers earn an average of around €200 per day, the added potential penalties and financial risks make crossing the UK border an unacceptable risk. The World Road Transport Organization(IRU) says the scheme puts supply chains at risk, stating…