Entries by Rob Malec

You Are the Differentiator

It’s safe to say that there are probably a thousand firms that do pretty much what yours does. This is why your sales team needs to stop selling the products and services you provide, and start selling why partnering with you will bring buyers more value than buying from anyone else. Differentiation Is the Key […]

Revenue Growth Isn’t Everything

One of the most common traps I see business owners fall into is making revenue growth the most important driver for their business. As ironic as this may sound [coming from me, a revenue generation consultant], revenue growth isn’t everything. Why Growth Shouldn’t Be Your Only Metric for Business Success Obviously, growth is vital for […]

How to Scale Your Sales Function

If you are responsible for establishing and growing your sales function, then I encourage you to buck convention. Do it differently and reap the rewards. Conventional wisdom is to hire a salesperson, give them a laptop and a cell phone and have them go forth and sell. I recommend going against this conventional wisdom. When […]

The Most Under-Utilized Sales Leadership Tool

Appreciation is the most underutilized leadership tool. After working with literally 1000’s of employees as a fractional sales leader I’ve learned this first hand.   I’ve not encountered an employee who felt they got too much appreciation – and many who felt they didn’t get enough. Have you ever offered appreciation to someone and had them […]