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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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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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Grow Faster by Defining Your Company’s Value [VIDEO]

One of the most powerful ways to gain clarity into your strengths and to grow faster is to define how you create value for your clients. Check out the video above as Karl Becker from The Carruthers Group describes the importance of aligning your sales organization around your defined value.

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Want More Leads? Search Within

When companies lack leads or have an empty sales funnel, it’s common for execs to start searching for the newest, hottest sales- and lead-focused solutions. But these are just Band-Aids, and they won’t help you achieve long-term success if the source of your trouble lies in the internal functioning and processes of your company. Here’s a look at the three …

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Why Hiring a New VP of Sales Won’t Fix Your Sales Funnel

In the last article, we covered 7 symptoms of a poorly performing sales organization. If any of those symptoms sound familiar, you might think that all you need to do to turn your sales engine around is to hire a new VP of sales. But that may not help. If fact, it could make things worse. Here are 5 reasons …

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Does Your Company Have These Symptoms of a Poorly Performing Sales Organization?

Do you ever find yourself saying, “My sales team doesn’t use our CRM,” “Why aren’t we closing enough business?” or “I’m not sure my sales team is making the calls they should”? If you’re nodding your head “yes,” you likely know something’s wrong. You may find that no matter what you do, you still don’t see strong, predictable growth. Your …