The most popular revenue growth articles of January, 2018.

CRO or CSO, a Word or a World of Difference?

It’s important to understand that the roles of Chief Revenue Officer (CRO) and Chief Sales Officer (CSO) are equally complex. But, putting the wrong role into play in your growing company can spell disaster.

 

 

Top 3 Sales Strategy Priorities of CEOs

President of Sales demonstrates how to leverage the top sales strategy priorities of CEOs to drive revenue growth and run a consistently profitable company.  Rob Hornish, the President of Americas Sales for Polycom unpacks the three biggest issues on the CEO’s growth agenda.

 

 

When is the Right Time to Deploy Customer Success Managers?

In our customer success engagements, the timing of when to introduce the Customer Success Manager (CSM) is one of the most common questions. You only get one chance to make a first impression. Early engagement of Customer Success professionals accelerates utilization and customer value. This introduction is intended to accomplish two key things…

 

Key Mistakes CEOs Make When Allocating the Sales Budget

Top CEOs understand that their role is to provide their company with an executable strategy. Strategy is the allocation of time, money, and people.  The best CEOs are masters of where to place bets, invest their time, and divest from areas of poor performance. This plan is manifested in the annual budget. Sadly, when it comes to Sales, many CEOs treat budgeting with the short-term mindset of a bitcoin investor.

 

What Accounts Will Get CEO’s Their 2018 Revenue Number?

Will you touch the right accounts and how is your sales leader assigning the reps to the right accounts? What accounts get you bigger deal sizes? Account management and segmentation is one of the keys in enabling a solid sales strategy and ensuring you achieve your number.  However, it’s a challenge that many continue to deal with in growing annual revenue figures.

 

How a CEO Identifies the Real Drivers of Revenue Growth

Co-founder and Managing Partner of Integrity Marketing Group illustrates how the chief executive creates clarity throughout the entire company by getting everyone laser-focused on the real drivers of revenue growth.

 

 

5-Point Plan to Inject CX into Your Customer Success Strategy

Triple your retention and expansion opportunities with a 5-point plan to make the customer experience first in your customer success operations.

 

 

 

 

An Additional Resource

 

Are you wondering if you have the right strategies to support your revenue growth goals? Here is an interactive tool that will help you understand if you have a chance at success. Take the Revenue Growth Diagnostic test and rate your revenue growth strategies against SBI’s emerging best practices to find out if:

 

  • Your revenue goal is realistic
  • You will earn your bonus
  • You are set-up for success in 2018

     

Sales Revenue Growth

 

 

 

ABOUT THE AUTHOR

Matt Sharrers

Leads the firm's focus on the CEO’s role in accelerating revenue growth by embracing emerging best practices to grow revenue faster than the industry and competitors. 

Matt Sharrers is the CEO of SBI, a management consulting firm specialized in sales and marketing that is dedicated to helping you Make Your Number. Forbes recognizes SBI as one of The Best Management Consulting Firms in 2017.

 

Over the course of nearly a decade at SBI, Matt Sharrers was an instrumental early partner guiding SBI as the Senior Partner. Matt’s functional responsibilities included acting as the head of sales where he led SBI’s double-digit revenue growth, and was responsible for the hiring function to build SBI’s team of revenue generation experts.

 

Prior joining SBI in 2009, Matt spent eleven years leading sales and marketing team teams as a Vice President of Sales. Matt has “lived in the field.” As a result, he is the foremost expert in the art of separating fact from fiction as it relates to revenue growth best practices. CEOs and Private equity investors turn to Matt’s team at SBI when they need to unlock trapped growth inside of their companies.

 

 

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