Productive Insights

Top producers perform these “duties,” as they call them, to invest in the long-term success of their companies and their careers. We know that the very best salespeople are skilled at delivering value during the sales process. They know that’s fundamental to being a top producer. They know multiple ways to deliver value and how to use them effectively. We’ve identified 20 different

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Not necessarily—in fact, probably not. And neither is marketing. So, what is the likely cause? When a company’s sales fall short, sales managers and others—CEOs, presidents, owners, senior executives—often think first of the incentive program: Is it robust enough to be competitive? Next, they wonder whether marketing is generating poorly qualified leads: Are we opting for quantity instead of quality?

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Many companies have one. Too many don’t know what it is—do you? Most successful companies have a “secret sauce” that gives them an edge—a true differentiator that creates unique value for their customers or clients. Companies might also have a “plain sauce,” which also differentiates them, but is not secret or as powerful. This month we hope to help you

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We’ve long worked with nonprofits, not-for-profits, and other organizations focused on producing positive social impact or serving members rather than customers. Now, we’ve created a new practice area to increase our involvement with those types of organizations and their funders. Over the past 25 years, Productive Strategies has been privileged to work with nonprofit, not-for-profit, and for-profit organizations that support

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Last month, we introduced you to the many and varied companies we’ve been fortunate enough to serve. This month, as promised, here are some insights in how we work with them successfully, how they work with us, and how you can do the same. Why do we celebrate our clients? How do we help each other to be the best

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In January, Productive Strategies celebrated its 25th anniversary.This month we’d like to celebrate our clients-the people and the companies that have made it all possible. We’ll do that here by introducing you to the varied industries and professionals they serve-and the impactful, often innovative things they do. Next month, we’ll help you understand how we work with clients-and how they

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What’s your number-one sales challenge? What obstacle, if you overcame it, would most help you increase sales? We ask that question when we survey participants before the first session of our consultative sales training course, FOCIS. The survey helps us understand how to tailor the course to the needs of any given company, class, or business developer. Specifically, the survey helps

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Brendan Kelly has become one of the most successful commercial/industrial tenant rep real estate brokers in the US. Yet his story, and that of his team, is not only about selling commercial real estate services successfully. It’s also about making higher value sales of any product or service in a business-to-business environment. And it illustrates how thinking differently about markets

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This time of year, especially, giving and receiving command a lot of attention. In business we all pursue these activities throughout the year, though perhaps more along the lines of “give and get” or “give and take.” Unfortunately, business in general is too often perceived as emphasizing the getting rather than the giving. That’s not surprising, but is it fair? Even though a common thread

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“Where do you get your new business?” is a question we’re asked a lot, especially since we teach business-to-business consultative selling skills and sales process development.  People expect us to have a good answer, and we do-“referrals.” Unfortunately, those same people usually aren’t satisfied with that answer alone. More often they’re surprised or even disappointed. They expect our answer to

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