For the longest time, we’ve continued to reward sales on the back end. That’s how it was always done, and still continues today. It’s funny how we get settled into a habit, and let it run on and on, sometimes way too long, before anyone does something about it.

I’m passionate about the sales business, and truly believe we need a change in the policy of rewarding once the sale is made.

The lead gen company has become something of the past. As with all things, a faster pace is now required. Leads 2 Sales is more the NOW!  Over the past year, I realized that if you are a good lead gen company with a deep understanding of your industry, and you have sales experience closing deals of $1m and above, you are able to perform both functions as one entity, taking the deal from start to finish.  It’s true, because we are doing it!

These days, there are many good articles out there, each advising you on a different approach to handling your company’s data analytics. Some of you will spend hours reading, and then becoming overwhelmed, confused about which tool you should be using, how, and why. Well, I say don’t panic, relax a bit, and first spend time getting an understanding of how the data your company produces can be used to help your employees, and your customers

I’ve been working hard at perfecting a talk that I’m giving soon entitled “The Sales Centric Team”. I spent a lot of time working on the details of the talk last week. For Sales-Link’s extended family of followers specifically, I want to share the heart of my talk with you. It is reprinted below: