Case Studies

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Trap 5: Living off Your Referrals or Hiring a Rolodex

Getting your foundational revenue from your Rolodex is a great place to start. But this won’t sustain you in the long run.

By | September 5th, 2018|Comments Off on Trap 5: Living off Your Referrals or Hiring a Rolodex

Sales Trap #4: Thinking Sales Coaches and Consultants Will Save Your Business

Sales coaches and consultants can be hugely valuable at the right time and place, but here’s why you don’t bet the farm on them.

By | August 7th, 2018|Comments Off on Sales Trap #4: Thinking Sales Coaches and Consultants Will Save Your Business

Sales Trap #3: My Prospects’ Weird Faith in Software and Marketing

I cringe when I talk to a business leader who thinks their fancy new sales or marketing automation tool is a substitute for a true strategic or operational foundation in sales capability.

By | June 22nd, 2018|Comments Off on Sales Trap #3: My Prospects’ Weird Faith in Software and Marketing

Sales Trap #2: Banking Too Heavily on Lead Generation

“I just need more leads.” If you hear yourself saying this often, then I wrote this for you.

By | June 13th, 2018|Comments Off on Sales Trap #2: Banking Too Heavily on Lead Generation

Sales Trap #1: Hiring and Managing Your Own “Sales Hunters”

Almost every client we work with — including us — has fallen into some version of this sales trap. Sound familiar?

By | June 8th, 2018|Comments Off on Sales Trap #1: Hiring and Managing Your Own “Sales Hunters”

What I Got Wrong About Consultative Selling and What I Changed to Succeed

My business is changing dramatically because we found the right way to focus our process on consultative selling. You may find something valuable in our trial and error...

By | May 25th, 2018|Comments Off on What I Got Wrong About Consultative Selling and What I Changed to Succeed

Making the Pivot to More Profitable Clients

Stop “doing” for a minute and let’s think together about the kinds of clients we actually need to have. It might change our lives.

By | May 15th, 2018|Comments Off on Making the Pivot to More Profitable Clients

Brainstorming at Gunpoint: Operationalizing New Ideas When Your Business Gets Stuck

How to keep moving forward in the face of existential threats to your business.

By | May 2nd, 2018|Comments Off on Brainstorming at Gunpoint: Operationalizing New Ideas When Your Business Gets Stuck

Think You Have a Lead Generation Problem? Think Again.

Do You Think You Have a Lead Generation Problem?

By | April 26th, 2018|Comments Off on Think You Have a Lead Generation Problem? Think Again.

Success is the Only Option

When There's "No Way Back," and Success is the Only Option

By | April 17th, 2018|Comments Off on Success is the Only Option

Messaging is Money

Messaging is Money: Suborning Marketing to a Sales Culture

By | March 29th, 2018|Comments Off on Messaging is Money

Systematic Approach to Company Strategy and Sales Messaging Drive Bigger Deal Size, Better Customers

THE CLIENT: Real Estate Photography Platform

By | March 14th, 2018|Comments Off on Systematic Approach to Company Strategy and Sales Messaging Drive Bigger Deal Size, Better Customers

My Dead-End Sales “Win”

My Business Won't Survive Without Consultative Selling Ability and Yours Won't Either

By | March 1st, 2018|Comments Off on My Dead-End Sales “Win”

The Trusted Advisor

Selling Against the Megaphones and "Slick Pitch" Marketers

By | January 26th, 2018|Comments Off on The Trusted Advisor

Are Referrals Enough to Drive Predictable Revenue for a PEO?

by Dennis Bernstein, Kaul Sales Partners

By | January 3rd, 2018|Comments Off on Are Referrals Enough to Drive Predictable Revenue for a PEO?

The Small Business CEO’s Imperative

Get Out of the Weeds or Die

By | December 18th, 2017|Comments Off on The Small Business CEO’s Imperative

Scaling Sales Revenue at Your Startup

Larry Kaul, Founder and CEO, Kaul Sales Partners

By | November 20th, 2017|Comments Off on Scaling Sales Revenue at Your Startup

What I Rarely Hear from Prospective Clients

Larry Kaul, Founder and CEO, Kaul Sales Partners

By | October 10th, 2017|Comments Off on What I Rarely Hear from Prospective Clients

The LinkedIn Growth Hack that Got Me 42 Opportunities and a New Client in 60 days

Larry Kaul, Founder and CEO, Kaul Sales Partners

By | June 14th, 2017|Comments Off on The LinkedIn Growth Hack that Got Me 42 Opportunities and a New Client in 60 days

The Agile Sales Methodology: What Software, Mobile App and Web Dev Firms Can Gain

Larry Kaul, Founder and CEO, Kaul Sales Partners

By | April 21st, 2017|Comments Off on The Agile Sales Methodology: What Software, Mobile App and Web Dev Firms Can Gain

Lack of Profit Strategy in Business Development Could Be the Root of Your “Sales Problems”

Larry Kaul, Founder and CEO, Kaul Sales Partners

By | April 9th, 2017|Comments Off on Lack of Profit Strategy in Business Development Could Be the Root of Your “Sales Problems”

Messaging Work, Sales Support Combine for New Client Wins

THE CLIENT: Niche Research/Branding/Advertising Firm

By | February 7th, 2017|Comments Off on Messaging Work, Sales Support Combine for New Client Wins

Four Tough Business Development Realities for Creative Shops

Larry Kaul, Founder and CEO, Kaul Sales Partners

By | February 2nd, 2017|Comments Off on Four Tough Business Development Realities for Creative Shops

Pinpointing Hidden Problems and Unleashing More Profitable Company

THE CLIENT: Manufacturing Company

By | January 5th, 2017|Comments Off on Pinpointing Hidden Problems and Unleashing More Profitable Company

Clarified Value Proposition Helps Land Deal in First Month

THE CLIENT: Manufacturing Sales Software Maker

By | December 28th, 2016|Comments Off on Clarified Value Proposition Helps Land Deal in First Month

Revamping a Failed Email Outreach Program

THE CLIENT: Creative Design Agency

By | December 27th, 2016|Comments Off on Revamping a Failed Email Outreach Program

When Success Outstrips Business Ability and Threatens the Future

THE CLIENT: Software Company

By | December 5th, 2016|Comments Off on When Success Outstrips Business Ability and Threatens the Future

Why Success Isn’t Defined By Number Of Phone Calls

THE CLIENT: IT Managed Services Provider

By | November 8th, 2016|Comments Off on Why Success Isn’t Defined By Number Of Phone Calls

Getting Around The Middleman And Avoiding RFP Purgatory

THE CLIENT: Brand Marketing Agency

By | September 12th, 2016|Comments Off on Getting Around The Middleman And Avoiding RFP Purgatory

Ensuring That Prospects Don’t Fall Out Of The Pipeline

THE CLIENT: eCommerce Software Company

By | August 5th, 2016|Comments Off on Ensuring That Prospects Don’t Fall Out Of The Pipeline

Why Your “Sales Problem” Might Be a Positioning Problem

Larry Kaul, Founder and CEO, Kaul Sales Partners

By | August 5th, 2016|Comments Off on Why Your “Sales Problem” Might Be a Positioning Problem

Challenges building an in-house sales department

Larry Kaul, Founder and CEO, Kaul Sales Partners

By | July 25th, 2016|Comments Off on Challenges building an in-house sales department

When Simply “Getting In The Room” Isn’t Enough

THE CLIENT: Management Consulting and Medical Informatics Company

By | July 2nd, 2016|Comments Off on When Simply “Getting In The Room” Isn’t Enough

B2B Pipeline Outreach: The Lead’s Not Dead Until the Coroner Comes

Larry Kaul, Founder and CEO, Kaul Sales Partners

By | July 1st, 2016|Comments Off on B2B Pipeline Outreach: The Lead’s Not Dead Until the Coroner Comes

When The Pool Gets Overcrowded With Competitors

THE CLIENT: Salesforce.com Consulting Firm

By | June 15th, 2016|Comments Off on When The Pool Gets Overcrowded With Competitors

How Long Should It Take to Generate New B2B Sales Opportunities?

Larry Kaul, Founder and CEO, Kaul Sales Partners

By | June 2nd, 2016|Comments Off on How Long Should It Take to Generate New B2B Sales Opportunities?

Death By Product Demo

THE CLIENT: Venture-Backed Software Company

By | May 7th, 2016|Comments Off on Death By Product Demo

Lack Of Brand Clarity Thwarts Sales Results

THE CLIENT: Software Development Company

By | April 5th, 2016|Comments Off on Lack Of Brand Clarity Thwarts Sales Results

How To Break Through A Plateau And Scale Up

THE CLIENT: Marketing Research Firm

By | April 5th, 2016|Comments Off on How To Break Through A Plateau And Scale Up

Motivating Real Movement Beyond “Engagement”

THE CLIENT: Software Design Firm

By | March 5th, 2016|Comments Off on Motivating Real Movement Beyond “Engagement”

Why the “Sales Hunter” Strategy Will Not Create Sustained Revenue for Your B2B Company

Larry Kaul, Founder and CEO, Kaul Sales Partners

By | January 8th, 2016|Comments Off on Why the “Sales Hunter” Strategy Will Not Create Sustained Revenue for Your B2B Company