BTS Strategic Execution Blog

  • Sales Pipeline Radio - Change Management with Rick Cheatham

    Wednesday, April 13, 2016 | Category :
      • Sales
      • In the News
      • Blogs

    Rick Cheatham, head of the BTS US Sales Practice and co-author of the recently published book Selling Vision: the X-XY-Y Formula for Driving Results by Selling Changewas recently featured on Sales Pipeline Radio. Rick joins host Matt Heinz in a discussion around change management and the keys ...

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  • Drive Results by Selling Change

    Wednesday, April 13, 2016 | Category :
      • Sales
      • In the News
      • Blogs

    The world of sales is changing, and companies' go-to-market approaches must adapt as well. Sales and Marketing Management recently published an article by Lou Shachter and Rick Cheatham on their X- XY - Y selling model for sales transformation. This model is the subject of their recently published book, Selling ...

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  • Hurdles to Becoming a High Performance Sales Organization

    Monday, April 11, 2016 | Category :
      • Sales
      • Blogs

    Over the past 30 years, BTS has researched, analyzed and modeled successful sales and organizational behaviors. We have learned that high performing sales organizations and the ability to win new business are the result of the strength and alignment of four key attributes: exceptional sales leadership, winning sales attitudes, strong ...

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  • Beyond 360s and Ride-Alongs: Using Assessment Centers and Business Simulations to Identify and Develop Great Sales People

    Monday, March 07, 2016 | Category :
      • Sales

    Sales excellence is dependent on your organization attracting and retaining a talented team of individuals who have the right skills, knowledge, tools and mind set. But how can you be sure of the capability of your salesforce? You may have access to their past sales performance, but does this reveal ...

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  • How to Develop Innovation Leadership Before Your Leadership Derails Innovation

    Monday, February 01, 2016 | Category :
      • Innovation
      • Blogs

    Re-inventing your firm takes more than systems, shark tanks, and consultants on roller skates. It takes building leaders that “get it,” and that isn’t easy. Here’s what you can do: 

    The penthouse washroom was an odd place for a Chief Financial Officer to have an epiphany. We were on coffee break ...

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  • Why Assessment Centers Perform Better than Cognitive Ability Tests for Selection

    Monday, December 07, 2015 | Category :
      • Assessment
      • Blogs
    by Lynn G. Collins, Head of Selection Solutions and Chief Scientist, BTS Assessment Practice - lynn.collins@bts.com

    In the selection space, cognitive ability tests and assessment centers have been used for many years.  Cognitive ability tests are assessments used to measure intelligence.  Assessment centers can be defined as a set of ...

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  • What Sales Training Can't Do

    Monday, November 02, 2015 | Category :
      • Sales
      • Blogs
    by Lou Schachter, Executive Vice President and Global Head of BTS Sales Practice Area

    Clients often call us saying that they’re not hitting their sales numbers and they need to improve their sales training. The last thing we want our clients to do is to buy something from us or another ...

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