by Rick McPartlin | Aug 3, 2010 | Marketing, Sales
Based on the conversations I’ve been having recently, I know you’ll recognize this scenario. Your star sales rep has uncovered an interesting revenue opportunity, but it’s off strategy for your company. It might require more customization than you typically provide....
by Jane Adamson | Jun 8, 2010 | Marketing, Sales
Pop quiz! Right now, right after you finish reading this article, go to each member of your leadership team and ask them this question: What are we selling? For good measure, write down exactly what you hear and from whom. Then, back at your desk, review the results....
by Jane Adamson | May 4, 2010 | Marketing, Revenue Growth, Sales, Strategy
I have a bone to pick with the phrase “The New Normal” and how frequently it’s being tossed around these days. Yes, we’re emerging from a disastrous global economic crisis. In the aftermath of a tsunami, it’s tempting to look around and call the new landscape “The New...
by Rick McPartlin | Apr 6, 2010 | Culture, Directional Unification / Alignment, Marketing, Revenue Growth, Sales, Strategy, Structure
It seems like only yesterday that we were throwing around ideas for what would become the CEO Challenge. It’s been a year now, and we’re so pleased with the feedback we’ve received from clients, colleagues and collaborators. Seems we’ve struck a few chords, and that’s...
by Jane Adamson | Dec 1, 2009 | Marketing, Sales, Strategy
Branding is a tricky subject to discuss with small to mid-size companies. It’s a concept that’s more easily associated with consumer products, packaged goods, or the Fortune 500. Branding books use examples like Starbucks, Apple or Dell – examples that don’t resonate...
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...
