Strategic focus is a powerful tool in entrepreneurship, especially for finding solutions to specific challenges. What is the path our guest took to focusing on a singular business problem, and what are the benefits she’s been able to get from that? Why is it so important to be able to look through different strategic lenses at each stage of the commercialization process? How do we make sure our strategy stays current in a fast-paced, dynamic world? On this episode, Healthcare Commercialization & Launch Expert, Dr. Roxie Mooney, shares insights on how she helps healthcare innovators ...

When a company is called in to help fix the sales process, the common practice is to immediately rush to tactical recommendations, often missing other fundamental factors. What is the Catalyst Sale and how is it different when it comes to fixing the hurdles that come with making the wrong sales hires? Why are changes ineffective without evaluation and perspective? Why is it so critical to understand that sales is a thinking process before anything else? On this episode, Catalyst Sale co-founder Mike Simmons shares on the gaps that the Catalyst methodology fills, plans for scaling it, and what ...

The current retainer model in professional services has led to a hamster wheel of over-investment and a sales process plagued with problems. How can we implement retainers differently so there’s real value in the sales process and the work we do? How do we escape the annual retainer trap most professional services firms are in? Why is buyer intent data such a huge opportunity for companies? On this episode, Ed Marsh, founder and principal of Consilium Global Business Advisors, answers these questions and more. "Many companies don’t have a robust, mature sales & strategic planning process, ...

There is virtually no argument against focus under the sun, but many of us are still so resistant to it. How does focus play into our personal brands and whether or not we can attract the right customers? How can we create focus when it comes influencing people to work with us, and what are some of the biggest mistakes we make? How do we strategically influence a change in behavior by appeasing the reptilian mind? On this episode, Glen Hellman is back to talk about what gets in the way of focus, and how to get better at influencing people. "To move or change you must be in pain— because ...

In a sales world so saturated with solutions, processes and methodologies, they all seem to be lacking one key - leadership. Why do 70% of all sales transformations fail? How do we ensure the success of transformations with cultural change and executive buy-in? Why is follow-through so lacking in many sales transformations and what hurdles does it create on the path to successful implementation? On this episode, Symmetrics Group managing partner and author, Warren Shiver shares on how his company is doing sales enablement differently, and what we can learn from the failures of sales ...