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To Drive Growth, Ask Sales Better Questions

Top-line revenue growth is central to creating shareholder value. Studies consistently show that approximately 60 percent of total shareholder return (equity appreciation plus dividends) is created by revenue growth, nearly triple the contribution of cost reduction. However, revenue growth does not come easily. Selling is a challenge due to stagnation in markets, customers who are …

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The Sales and Marketing Metric Gap

Executive initiatives are most impactful when strategic decisions are born from a fact base and performance against objectives can be measured by appropriate metrics. Unfortunately, the sales and marketing functions at most companies lack the metrics and benchmarks that illuminate the performance strengths and weaknesses which ultimately affect revenue. CFOs are armed with data on …

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A Framework for Understanding Core Revenue Growth

Your business has 100% market share and is maximizing spend from every customer, right? If not, there is probably significant opportunity for organic growth within your core business. In most cases, pursuing revenue growth in the core is a more sensible allocation of scarce firm resources than seeking growth through developing new products or entering …

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Listen to the Market if You Want Facts

Corporate myths [urban legends] run rampant in organizations of all sizes. Unchallenged with market intelligence, these myths mask opportunities for revenue growth as well as lead to poor decisions with serious consequences. Typically, corporate myths are based on half-truths and limited inputs. Most companies don’t go too far beyond their sales reps, prospects and customers …

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