Selling Is Dead. Companies Still Selling May Die Soon, Too

Nurture Sales Leads Until They’re Ready To Buy

Well-Managed Companies Are Not Always Well-Led

Last issue's most read article

After suffering through what seemed like the longest, coldest and snowiest winter I can remember, I feel great now that I’m finally seeing signs of spring.

But I doubt I feel as good as an Atticus client for whom one of our Principals saved millions. He was brought in to help a global company organize and manage its outside suppliers and, after assessing the problem, he created a new, special corporate office to do so. But the company seemed to be saddled by a contract with a consulting firm that was going to charge well above $10-million to handle the assignment. Using insight about the company that he learned from talking with top management, our Principal realized he could unwind that first arrangement and issue a new RFP. In the end, he found a top-notch supplier with a solid track record to do the work for considerably less than $2-million. In short, he helped the client improve its results by millions of dollars immediately.

Helping companies improve results is what Atticus Principals do every day – not always as dramatically, but always in ways that are important to the client.

Doing things that are important to the client is why this month’s edition covers more effective ways of selling, and the difference between leadership and management. Together, our three contributors have more than 100 years of experience helping companies improve their business. I know you’ll find their ideas innovative, thought-provoking and, potentially, even revenue enhancing.

Greg Petkovich
President
Atticus Interim Management



Selling Is Dead. Companies Still Selling May Die Soon, Too
By Benoît Tadros

There is a revolution occurring in sales that every executive must understand. Recent scientific studies indicate that new models are creating a transformation in the way we view selling, leading to a new framework and an urgent need for new skills. Companies that adapt quickly see sharply increased revenue – and profits.
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Nurture Sales Leads Until They’re Ready To Buy
By Steven Parker

Half of all sales leads want to buy, just not right now. Meanwhile, solid leads are not fully tapped. Between 40% and 80% of new business leads are lost, not followed up, or otherwise mishandled because of poor company processes. Here’s a way to stop losing live leads before they have a chance to die.
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Well-Managed Companies Are Not Always Well-Led
By Ron Feddersen

The reverse is equally true. As a business expands, good management does not always equal good leadership. It is critical for owners of growing businesses to know which one they are best at doing, and to hire people to take care of the other.
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Last issue's most read article:

Driving Blindfolded Is A Recipe For Disaster

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Atticus Interim Management provides senior management and business owners with a proven, cost-effective way to achieve key goals faster than permanent company management. Atticus Principals help companies successfully overcome challenges, resolve crises, or seize new opportunities, both domestically and internationally. Contact Atticus today to find out how your company can achieve more right now.