In Michael Lewis’ 2003 book Moneyball and the 2011 film adaptation, the Oakland Athletics were faced with a severe financial disadvantage trying to bid on players against wealthier teams such as New York and Boston. It wasn’t until general manager Billy Beane hired Paul DePodesta, a number-crunching economics major, as his assistant that math was... Continue Reading →
“Don’t put the cart before the horse.” We’ve all heard the adage and understand its meaning. To do things correctly, one must have a process where things are done in a particular order – first things first. Most people don’t put their shoes on before their socks or drink their coffee and then add cream... Continue Reading →
If you aren’t seeing a steady stream of new opportunities in your sales pipeline, it might be time to determine whether your sales team and the processes they use are properly configured for success. Your salesperson may be wearing too many hats—or the wrong hat—which can have a negative impact on sales productivity.
If you are involved in any type of sport, you understand the importance of follow-through. Whether you are hitting a baseball, driving a golf ball, or shooting a basketball, executing proper follow-through can mean the difference between success and failure. Even in the business world, follow-through takes center stage as one of the keys to... Continue Reading →
If your organization is like most, you have an annual goal for sales growth, and your sales team is given goals and objectives based on the company’s overall strategic plan. However, what most organizations fail to develop is a repeatable process
This chart is a representation of Athena’s model and what we believe is a best practice approach to establishing a sustainable and effective new business development effort. Below is a list of the pros and cons for implementing a new business development model from the ground up internally versus choosing to outsource to a provider... Continue Reading →
One of the most underestimated steps in new business development is target market profiling. Accurately pinpointing the profile for your target market will save you a considerable amount of time and money.
Having a road map will help you reach your sales objections. Answer these five questions to get started.
It’s hard to disagree that the global market is highly competitive. The long-term success of a company is determined by its ability to find a competitive advantage over its rivals. Finding a space within the industry that isn’t being exploited or a space where your business excels will give you a competitive advantage. It could be... Continue Reading →