by Jane Adamson | Oct 6, 2009 | Revenue Growth, Strategy, Structure
As we all know, this isn’t a good time to raise capital for your company. But surprisingly, it may be a good time to sell. An August 2009 New York Times article (“As Deal-Making Returns, Midsize Companies Are Seen as Prime Targets” by Brent Bowers) proclaimed “The...
by Rick McPartlin | Sep 1, 2009 | Strategy, Structure
Lately I’ve been talking with a lot of CEOs about a concept I call “Best of the Worst” (BOTW). The term is harsh, but many executives quickly realize that yes, their organizations have a lot in common with BOTW companies like, say, GM. In boom times, BOTW companies...
by Jane Adamson | Aug 4, 2009 | Revenue Growth, Sales, Structure
Recognize this sales funnel? I call it “the desperate pipeline” because it’s wide enough to catch any breathing soul who meanders by! You know what it’s like to be caught in one, receiving endless calls and emails because sometime, somewhere, you...
by Rick McPartlin | Jul 7, 2009 | Sales, Strategy, Structure
Last month, Jane wrote “I’m lying awake worrying about sales,” which addressed three late-night revenue-related stresses many CEOs face, including “Is my sales manager doing a good job?” and “Is my star salesperson going to quit?”...
by Jane Adamson | Jun 2, 2009 | Sales, Strategy, Structure
As you’re well aware, a CEO is constantly juggling a myriad of challenges. But when it comes to sleep deprivation, the top culprit is typically revenue-related … burning questions such as Is my sales manager doing a good job? Is my star salesperson going to quit? Why...
by Rick McPartlin | May 5, 2009 | Strategy
You have a sales team and a marketing director, but they’re in constant combat. Your revenue growth is flat. Margins are shrinking. And whether you realize it or not, you’re drastically overpaying for results. It’s a common problem, but the companies who solve it can...
by Jane Adamson | Apr 8, 2009 | Strategy, Structure
Have you had this thought lately? “This year we’ll include a wide range of employees to assist in developing our revenue strategy. People will feel involved, they’ll fully understand the reasoning behind why we’re moving in this particular direction, and they’ll have...
by Jane Adamson | Mar 29, 2009 | Revenue Growth
We’re pleased to announce that we will be launching our “CEO Challenge” at the beginning of April. Each month, we’ll publish a detailed “how-to” on a burning issue that CEOs face while trying to implement “CRO Thinking”...
