Most of can agree that 2020 has been an unusual and troublesome year. A few industries have benefited (online retailers, work from home technologies, video streamers) and some have been hurt badly (in-person entertainment, commercial real estate, gyms, restaurants). Most of the rest of us have muddled along or made some progress. My B2B clients […]
It is critical for everyone on the revenue generation side of the business (including you folks in the marketing department!) to understand their vital role in generating revenue and profit while doing so in a way that protects valuable company integrity. When the CEO and CFO are frustrated because revenue targets aren’t being met – […]
I’ve been involved with companies who understood the revenue growth curve and occasionally not. In the early 2000s, I was an investor and advisor to a company that offered a fairly well-known sales force automation (SFA) tool. Like most software at that time, it was sold in boxes containing CDs. We used to call unused […]
Last week, guest expert Ron Friedman and I presented a webinar on the BrightTALK Sales Expert Channel, titled Assess, Align and Accelerate – 3 Steps to Power Revenue Growth. You can listen to the on-demand version here. I believe it will be a good use of your time since we covered some proven strategies for […]
You can read lots of articles and white papers about the various technology options – CRM, marketing automation, sales enablement etc., but in my experience, unless you get the processes right, even the best people and technology will just help you fail faster and more expensively. This is why we always recommend that our clients start with […]
When it comes to driving revenue growth, just as tactics follow strategy, proper action follows the right mindset. And the right mindset starts by replacing “I’ll try” with “outcome-based” marketing and sales. As the person responsible for hitting the revenue target, you simply cannot accept statements like: I’ll try to find you the information you […]
One of the dilemmas we face as executives, marketers or sales professionals that care about B2B revenue growth, is how to spend our time and money. Should we work on project A, which will take one week to complete and create X value, or should we work on project B, which will take a month […]
Perhaps you have a great product or service that has proven benefits for those fortunate enough to purchase from your company. However, you are not getting the marketplace traction or revenue growth you need, and competitors are grabbing what should be your market share. The tendency in such a scenario is to demand a better […]
We are into the second month of the new year. Is your 2018 revenue growth plan on schedule? Are you thinking that more of what you did in 2017, plus a motivational sales meeting and some organic growth will take care of your growth targets? Or is the plan to solve the need by hiring […]