Mergers & Acquisitions – They say selling a business is an art – we’ve turned it into a science
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Derek Johnson, author of “The Strategic Sales Leader,” discusses the importance of optimizing sales and marketing as you prepare your company for sale. Many companies leave money on the table due to ineffective sales and marketing strategies. Derek discusses leveraging competitive intelligence, understanding the buying journey and the psychology of change and persuasion, and stresses the importance of hiring experienced sales and marketing leaders and understanding the marketplace ecosystem.
“Not everything that counts can be counted, and not everything that can be counted counts.”
Derek Johnson
| How can maximizing sales and marketing help in preparing a company for sale? [1:57] | |
| Should sales and marketing teams fall under one or separate leaders? [10:24] | |
| What is the difference between marketing and branding? [13:50] | |
| What are the three stages of company development in terms of marketing? [21:42] | |
| How does a middle-market business owner build a successful sales and marketing team if they don’t have a sales and marketing background? [26:20] | |
| How involved should an owner be with their sales and marketing leadership? [31:58] | |
| How can owners objectively determine how effective an existing sales and marketing team is and ascertain if there is a need for a change in management? [37:22] | |
| What are some ways to gather competitive intelligence? [38:40] | |
| How can smaller companies optimize their marketing positions? [45:25] | |
| Why is sales and marketing leadership more art than science? [50:53] |
Derek Johnson is a military veteran, a startup veteran, and a lifelong student of human nature and history. He cut his teeth working for Brian Tracy, the renowned motivational public speaker and self-development author. Derek has also led sales teams for both established companies and bleeding-edge startups.
With over two decades of sales leadership experience in the high-tech world, Derek is recognized as a technology expert and a trusted advisor to C-level decision-makers. His expertise has led to him being repeatedly quoted in publications such as Inc. Magazine, Investor’s Business Daily, Network World Magazine, CNet News, CIO Magazine, and PC World, to name a few. He has also appeared on radio and television programs.
Derek currently leads a sales team for a technology solutions provider of professional & managed services for cloud, security, data center, and digital infrastructure.
Email: [email protected]
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