I’m catching up on Mad Men, AMC’s period piece about advertising executives in the 1960s. As I round the midpoint of season 5, I can’t help but notice that somehow, despite Don Draper’s brilliance as an advertiser, Sterling Cooper Draper Price is perpetually struggling to find clients. Is this some sort of leap of faith the writers, who are otherwise so diligent, have added for dramatic effect? Are we really supposed to believe that they can sell baked beans, but never their own services?
If you want to grow revenue, do you need to improve your sales capabilities? Not necessarily. In fact, of the nearly two-dozen professional services firms I’ve had the privilege of getting to know over the past few years, only one of them had a sales problem. For the rest, the real challenge was that their … Read more