Consulting

Overview

Your sales organization falls into any one of three categories - High Performer, Erratic Performer, or Under Performer. If you're not a high performer, you are one of the others. The challenge is to sort out the Where to Look, How to Find it, What to Do about it!

Blind Men and the Elephant – A Poem by John Godfrey Saxe
Here is John Godfrey Saxe’s (1816-1887) version of 
Blind Men and the Elephant:

It was six men of Indostan,
To learning much inclined, 
Who went to see the Elephant
(Though all of them were blind), 
That each by observation
Might satisfy his mind. 

The 
First approach'd the Elephant, 
And happening to fall
Against his broad and sturdy side, 
At once began to bawl: 
"God bless me! but the Elephant
Is very like a wall!" 

The 
Second, feeling of the tusk, 
Cried, -"Ho! what have we here
So very round and smooth and sharp? 
To me 'tis mighty clear, 
This wonder of an Elephant
Is very like a spear!" 

The 
Third approach'd the animal, 
And happening to take
The squirming trunk within his hands, 
Thus boldly up and spake: 
"I see," -quoth he- "the Elephant
Is very like a snake!" 

The 
Fourth reached out an eager hand, 
And felt about the knee: 
"What most this wondrous beast is like
Is mighty plain," -quoth he,- 
"'Tis clear enough the Elephant 
Is very like a tree!" 

The 
Fifth, who chanced to touch the ear, 
Said- "E'en the blindest man
Can tell what this resembles most; 
Deny the fact who can, 
This marvel of an Elephant
Is very like a fan!" 

The 
Sixth no sooner had begun
About the beast to grope, 
Then, seizing on the swinging tail
That fell within his scope, 
"I see," -quoth he,- "the Elephant
Is very like a rope!" 
And so these men of Indostan
Disputed loud and long, 
Each in his own opinion
Exceeding stiff and strong, 
Though each was partly in the right, 
And all were in the wrong! 

Projects & Programs

Revenue Anaylzer

Your CRM data tells a story, and if tortured long enough, it will confess. Getting the truth is very difficult, highly politicized, and subjective, creating great friction and paralysis.


Intelligence in context!

Strategy

  • Capture New Accounts
  • Account Penetration
  • Optimize Upsell
  • Validate Goals
  • Buyer Targeting

Recommended Reading

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It is wrong to suppose that if you can’t measure it, you can’t manage it – a costly myth.
W. Edwards Deming