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 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...
