BTS Strategic Execution Blog

  • Radio Interview - How to Avoid Sales Productivity Dips While Modernizing Sales Departments

    Thursday, May 26, 2016 | Category :
      • In the News
      • Sales
      • Blogs

    slma-radio-interviewed-120 Rick Cheatham, BTS Partner and head of the US Sales Practice, recently sat down with Sales Lead Management Association Radio to discuss change in sales organizations and the recently-released book Selling Vision

    Sales change is risky for all sales organizations - but it doesn't have to be detrimental. In ...

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  • From Football to Business Leadership: Simulations as Virtual Reality for Strategy Execution

    Tuesday, May 10, 2016 | Category :
      • Blogs
      • Leadership Development
      • Strategy Execution

    By Matthew Prostko, Principal, BTS

    I recently attended the SXSW Interactive conference in Austin, Texas.  This conference is extremely popular, as it is a great source of insights as to what hot, new technologies are emerging, and features discussion around the most current and relevant business issues.  Anyone who attended ...

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  • Insight Into Insight Selling - Eyes on Sales

    Tuesday, May 03, 2016 | Category :
      • Sales
      • Blogs

    Lou Schachter and Rick Cheatham of the BTS Sales Practice, co-authors of the recently published book Selling Vision: the X-XY-Y Formula for Driving Results by Selling Change, recently contributed this piece to popular sales blog Eyes on Sales

    While many organizations say they want to sell with insights, ...

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  • 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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