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Why 70% of Mergers and Acquisitions Fail

Why 70% of Mergers and Acquisitions Fail

Most mergers and acquisitions fail – so says conventional wisdom. It’s true that the business landscape is littered with deals gone bad: Up to 70% of M&A transactions don’t achieve the financial and strategic results expected of them.

The reasons for failure, from flawed assumptions to insufficient planning, poor execution, and cultural conflict, are numerous and well known. However, some firms consistently do this kind of growth very well. How do they succeed where others fail?

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How to Get Your Sales Team Leaders and HR Teams on the Same Page

How to Get Your Sales Team Leaders and HR Teams on the Same Page

Forget the gimmicky salesman stereotype; modern salespeople are trusted advisors to their clients. With more complicated buying cycles than ever before, sales talent is in high demand. Why else would nearly one in eight U.S. jobs be sales-related?   Successful salespeople fuel their companies’ success. On top of working toward revenue goals, salespeople manage customer relationships … Continue reading “How to Get Your Sales Team Leaders and HR Teams on the Same Page”

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Four Essential Steps to Hiring Top Sales Talent

Four Essential Steps to Hiring Top Sales Talent

The hiring and development of sales talent is often the least disciplined process within sales organizations. While sales leaders and managers are focused on helping reps build pipeline and close business, recruiting and the hiring process can often take a back seat to more pressing sales activities.

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Understanding Four Sales Personality Types – aka Selling Styles

Understanding Four Sales Personality Types – aka Selling Styles

Selling “Style” is the term we at GrowthPlay use to talk about the aspects of our personality that affect how we like to sell. We find individual styles to be useful in helping to understand what motivates different sellers. A person’s selling style can influence the kinds of sales positions they will be attracted to … Continue reading “Understanding Four Sales Personality Types – aka Selling Styles”

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4 Must-have Selling Skills to Thrive in Today’s Innovation Economy

4 Must-have Selling Skills to Thrive in Today’s Innovation Economy

Professional service providers who both provide a service and sell that service to potential clients—we call them “doer-sellers”—face a tough challenge. Traditional sales “strategies” are often ineffective in this specific context, but most doer-sellers don’t know what to replace them with and conclude that sales isn’t for them. The truth is that these providers face … Continue reading “4 Must-have Selling Skills to Thrive in Today’s Innovation Economy”

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