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Strategy
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Corporate Strategy: Not All Revenue Growth is Equal

July 18, 2016
Not all revenue growth is equal. As an executive leader, your primary objective is to increase shareholder value. To do this, you must realize certain types of revenue growth are better than others. We recently spoke with Charles DeLacey, vice...

How to Create Value and Increase Revenue Growth

June 5, 2016
How can functional leaders be viewed as a strategic partner to the CEO and board? Many leaders in the organization want to be the CEO someday. If that’s the case, you must be able to break down the functional silos...

Before and After: Revenue Growth Maturity Model

April 22, 2016
Strategic alignment is an urgent need. It is fundamental to successful and predictable revenue growth. One way for organizations to assess themselves is by using the revenue growth maturity model. As companies mature and move up through the different levels...

Can “The Challenger Customer” Drive Revenue Growth?

April 17, 2016
One of my favorite books of 2015 was “The Challenger Customer,” coauthored by Brent Adamson, Matthew Dixon, Pat Spenner and Nick Toman. This book is the sequel to the very successful “The Challenger Sale.” But this time it focuses on...

Before and After: Revenue Growth Maturity Model

March 31, 2016
Strategic alignment is an urgent need. It is fundamental to successful and predictable revenue growth. One way for organizations to assess themselves is by using the revenue growth maturity model. As companies mature and move up through the different levels...

Where Product Strategy Fits Into Your Revenue Growth Model for 2016

August 27, 2015
As we found in this year’s research report, top-producing organizations systematize revenue growth according to a specific, six-step process. This process is called Strategic Alignment. To ensure your company’s strategies are effectively aligned,download the report here. As the third phase in...

Building a “Sustainable” Marketing Model for Growth & Profitability

May 22, 2015
On April 5, 2012, the board of directors of oil giant ConocoPhillips voted to split the company, and Jack Whalen’s world changed yet again. He’d been with the nation’s third-largest integrated oil company for 11 years, working on the marketing and...

Proving Results Early in a Sales Initiative

October 9, 2014
Tom’s VP of Sales is preparing to sit down with the CEO and Board. Last quarter the message was clear: “Revenue growth, now.” Every VP understands the necessity of short term uplift. Sales executive tenures are historically shorter than their...

5 Critical Roles to Make Your Next Sales Initiative a Success

July 24, 2014
Launching a new sales initiative is an exciting time. They are often transformative and can improve the effectiveness of your sales team. Examples of sales initiatives you’re considering might be: Altering how you conduct your annual revenue and/or budget planning Implementing new processes...

What is the Secret to Successful Sales Effectiveness Initiatives?

July 10, 2014
“The culture of our organization is what will hold us back. We know what changes we need to make and the right solutions for our problems. That’s the easy part. Getting the organization to adopt them is far more difficult.” This...
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