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[Whiteboard Workshop] Using Ideation to Understand Your Client Better

We’re happy to introduce the first in a series of whiteboard workshops. Here, Karl Becker, CEO of The Carruthers Group, teaches you how to use an ideation process to better understand your clients’ challenges, work towards innovative solutions, and improve your sales performance. Want more tools to support your own ideation process? Download the Ideation Worksheet and use it to implement the …

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10 Sales Tactics CEAVCO Audio Visual Used to Generate $2 Million in New Revenue

Improving Sales Performance Growth Case Study: How CEAVCO overhauled their messaging, aligned their sales organization, and boosted revenue with The Carruthers Group When Matt Emerson inherited the leadership of CEAVCO Audio Visual from his father, he knew he was at the helm of a company that had a solid reputation. CEAVO had been providing innovative audio, visual, and creative services …

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Need to Fix Your Funnel? You’re Thinking About It Wrong

Many sales leaders looking for ways to reach their revenue goals faster will say something like: We need a team that closes more sales. We need more leads in our sales funnel. We need to convert more leads into customers. We need to run better ads. This way of thinking is a trap. It’s an easy one to fall into. …

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Are You Sure You Know Your Target Audience? How to Find Out

Your team seems to be doing everything right. You know what you offer, what value you provide, and how those attributes align. But you just aren’t seeing the lead velocity you want. Are you running paid search campaigns and finding the leads are a poor fit for your business? Or that your sponsored ads are showing up in the wrong …

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How to Define Your Ideal Customer With Your Team

“If you build it, they will come” is only true in sales if you know exactly who you want to come your way. If you assume that creating a great product or service model and “getting it out there” is enough, you may find yourself struggling to create reliable growth. By narrowing in on who you can best serve, your …

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Why You’re Avoiding Writing Your Company’s Value Proposition

Your value proposition is your company’s North Star: it guides you in every client-focused aspect of your business and provides direction in times of confusion. That’s a lot of weight for a few sentences. Your value proposition is important because it embodies what you provide your clients. Look at any successful company: every one of them clearly articulates the value …

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How to Give Honest Feedback That Challenges Your Team to Grow

Good advice isn’t designed to make you feel better. It’s designed to make you better, says author, entrepreneur, marketer, and public speaker Seth Godin. If you’re reading this, it means you want to learn how to make your own sales team better. Maybe you want to see your team embrace a stronger sense of camaraderie. Or perhaps you want your …

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Building Trust Within Your Sales Team

Trust is one of the most important attributes of any high-performing team. Just ask Jeremy Bloom, a former Olympian and pro football player who is now a tech CEO. He wrote in Entrepreneur: “I’ve been on losing teams and high-performing ones both in the NFL and in the business world, and the common thread of success is trust.” Trust isn’t …