Listen to The Executive Marketing and Sales Podcast: Episode 1 here.
Interview with Paul Travis.
How does interim management work?

Well you know your question is so simple yet it’s indicative of much larger things that are going on. There is so much change in today’s business world. It’s very different from how things used to be thirty [...]

by David R Ednie
Success in sales comes from creating clarity in the mind of your customer. Clarity in understanding the problem to be solved, clarity in evaluating the possible solutions available and clarity in determining the real value to the business that each solution provides today and in the future.
Clarity helps the customer to move [...]

The secretary, every salesperson’s nightmare! They are the ones charged with keeping the evil salespeople from getting in-touch with decision makers. For fear that WE in our snidely ways will somehow single-handedly talk that person into buying something that will ultimately bankrupt the company or something worse.
So today when I volunteered to help a college [...]

What do you think are the major reasons companies fail to reach their revenue goals?
The famous McDonald’s restauranteur, Ray Croc, used to say “There is no competition”. What he meant was that we can’t blame others for our failure with customers (I would add children or spouses as well!)
Some years ago, Rockefeller Corporation did [...]

Who should hire an interim executive?
First there is the issue of who and then there is the issue of who not.
Presidents, CEO’s, COO’s, and even CFO’s of companies should consider an interim executive if they have:

Stalled or unacceptable levels of revenue

An “empty chair” in the CMO, VP Sales, or VP Business Development roles

Competitors growing and/or [...]

by David R Ednie
“When the going gets tough the tough get going.” – Joseph P. Kennedy (JFK’s Father)
We are entering a period of enormous change and uncertainty. We are witnessing the emergence of a new world order and a new business era. The Financial Crisis will impact the global economy, but where, when and by [...]

Many sales executives assume that because their organization hires only experienced sales people, there is no need to invest in sales training. If they hire a quality sales team, educate them on the products, and turn up the motivation and intensity, sales will take care of themselves. Nothing could be further from the [...]