The Magic of a Fact Sheet

Every sales team knows they must differentiate their solution. Easier said than done. It’s not just getting a meeting, regurgitating marketing pablum, and presenting a proposal. That may have worked when the cost of capital was at historic lows, and spending was robust, but the pendulum has certainly swung back to an environment that requires proof of value. This is where a Fact Sheet becomes very useful.

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Intellectual Honesty and Its Impact on Revenue

So, what does intellectual honesty have to do with revenue performance (near-term), revenue predictability (3 quarters and on), and revenue insights (where do you win versus lose)? Based on 10 years of working with more than 200 growth companies I would suggest intellectual honesty means a great deal.

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Revenue Growth and Sustainment: Where are you?

This is the first in a yearlong series of blogs that will incorporate all things lead-to-cash. It is the culmination of our 10 years of collective IQ delivering go-to-market revenue strategies, measurable sales metrics, and aligned KPIs.

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Realigning sales and marketing – how sales operations can help.

In a recent Hubspot survey, the results listed Sales and Marketing misalignment as the fourth most challenging issue facing sellers today. It’s not surprising that this would be top of mind for sellers. So, how can Sales Operations help to improve the alignment?

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Overlaying Quality-of-Pipeline to your Quality-of-Earnings Analysis

If you are looking to acquire a company, or sell your existing company, Quality-of-Earnings (QoE) provides a detailed analysis of all the components of your company's revenue and expenses. A key objective of a QoE report is to assess the sustainability and accuracy of historical earnings as well as the achievability of future projections.

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The 1/3 versus 3x Law for CRM Deployment Success

It’s no secret that implementing and adopting a CRM system is fraught with risk. In fact, nearly 50% of implementations fail. Yep, success is basically a coin toss. Those odds surely put fear into anyone in charge of a CRM system. A failed project could mean missing sales targets, wasted time and money, but it could also often result in good people losing their jobs. How do you improve your odds of success?

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Enemy #1 – What to do about Revenue Leakage.

Revenue Leakage is when your company is losing revenue without visibility into why. The focus of this blog is about the proactive steps to take to eliminate this leakage for both ‘net new’ and ‘renewal’ sales cycles. Revenue Leakage is truly sales enemy #1.

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Salespeople Laugh at AI. Why? Enter HITL.

AI and Machine Learning has been touted as solving many of our B2B sales challenges. You merely apply an AI tool, and it predicts which opportunities will close. It applies advanced algorithms to deliver advice and next best actions for each opportunity in your pipeline. You can then predict and sustain revenue. Just glance at the tout sheets from the multitude of AI platform vendor’s offering sales analytics and you will see they claim to do everything but talk to the prospect.

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Sales Enemy #2: Falling into the Discretionary Spend Pile

As you would expect, with inflation spiking and economic uncertainty, any tech spend deemed discretionary faces intense scrutiny that inevitably will lead to, in the best case, a delay.

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Do the easy thing: blame your CRM platform

I read an article recently about how Salesforce.com revenue is decreasing. There was a person who commented on the article who said: “I seriously don't get the attraction of Salesforce. I have never met a salesperson, or anyone for that matter, who likes it. Too many forms to fill out. Management prying into every record….” Blaming a CRM system is the easy way out.

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The Magic of a Fact Sheet

Intellectual Honesty and Its Impact on Revenue

Revenue Growth and Sustainment: Where are you?