Over the last four years, Levitt Safety (Canada’s largest specialist safety and fire-protection company) has reduced the size of its field force and scaled-up its inside sales and customer service teams. In this interview Bruce Levitt and Fraser Gibson share insights into their four-year journey (thus far) with SPE and talk about the challenges and the […]
I’ve noticed an interesting trend. I’m seeing organizations starting to celebrate the fact that they’re implementing SPE—inside the organization, and even outside! I’m thinking, maybe the popularity of The Machine is empowering executives to be a little bolder. Or maybe we’re just doing a better job of selling the end-state. Either way, it’s a nice trend. […]
Orbitform is one of the silent revolutionaries profiled in The Machine. If you turn to page 101, you’ll find the story of Madison—an organization that found it necessary to create their own hybrid SPE model. Officially, Madison’s story is an amalgam of three organizations’ experiences but, unofficially—between just you and me, dear reader—Madison is 95% Orbitform! […]
I’ll let you in on a secret. Here at Ballistix, we all love fixing customer service teams. It’s easy to do. The transition to an optimal environment is low-cost and relatively risk-free. And the pay-off is huge. The pay-off typically arrives in two tranches. First, you get an incremental increase in business as a consequence […]
The Les Mills (East-coast, USA) story Erin Kelly and I get on pretty well. But when we first met, we argued about a bunch of stuff! We disagreed on commissions, of course. Erin wasn’t so sure it made sense to convert salespeople from piece-rate pay to salaries. Then there was the whole idea of centralizing […]
The Davcor story Marc Cohen is no fan of consultants. At the start of this interview, he discloses that he has a medical condition — one that results in him having a visceral aversion to consultants! Nonetheless, Marc is here to tell the story of his first 18 months, implementing SPE. He explains why he did […]
If you listen only to Kirk Nelson’s first few words in the interview below, you’ll be missing out on one hell of a treat! Kirk starts the interview by assuring me that ARCA has an accurate sales funnel and a good understanding of what’s going on in the business. That’s good, right? But, where’s the […]
I’ve waxed lyrical about Mixergy before. Andrew Warner is a successful entrepreneur in his own right and, every day of the week, he interviews a founder with a story worthy of note. Typically, these founders have built (and very often sold) successful tech companies. Other times, they just have a particularly interesting story to tell. […]
I love webinars and, increasingly, our clients are learning to love them too! In this post I’ll share some of our experiences with webinars over the last 7 months and show you why we’re so enthusiastic about them. The results In a previous post, I told you how we build our list (generate new relationships). […]
