Speakers: Charles DeLacey | Greg Alexander, SBI
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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 president of corporate development at Kenan Advantage Group. Listen as Charles discusses the different types of revenue growth and their impact on company valuation.

 

At Kenan Advantage Group, Charles is responsible for leading corporate strategy and planning, and strategic growth initiatives. During the interview, he will answer questions such as:

 

  • Do the different types of revenue growth earn different returns on capital, and if so, why?
  • Is organic growth better than growth through acquisitions?
  • How should you determine whether to invest in organic growth vs. growth through acquisitions?
  • Give the available capital, are the number of acquisitions increasing?
  • What happens to the executive management team when a company gets taken over?

     

Ultimately, in order to keep your job, prevent a takeover by increasing your rate of high quality revenue growth. Selling your company at full price happens only when you are healthy. Listen as Charles explains the different types of revenue growth, and how they impact the way your company is viewed. Leverage the How to Make Your Number in 2018 Workbook to access a revenue growth methodology to hit your number quarter after quarter, and year after year.

ABOUT THE AUTHOR

Greg Alexander

Leads the firm's focus on the CEO’s role in accelerating revenue growth by getting the product team, the marketing department, and the sales organization into strategic alignment.
BIO
ALL PEOPLE

Greg is the host of The SBI Podcast, the most listened to sales and marketing podcast on the internet.

 

He is the host of SBI TV, a monthly television program broadcast on the internet featuring top B2B sales and marketing leader sharing their strategies to grow revenues.

 

Greg is the Editor-in-Chief of The SBI Magazine, the leading B2B publication focused on sales and marketing effectiveness.

 

He is the author of two critically acclaimed books Topgrading for Sales and Making the Number.

 

Greg has authored over 100 articles on SBI’s award winning blog, The SBI Blog.

 

He graduated from The University of Massachusetts Amherst with a BA in English and received his MBA from Georgia Tech.

 

Video:

 

Transforming the Sales Organization inside Fortune 500 Companies

Greg Alexander and John Gleason, Chief Sales Officer of Ryder, talk about the unique challenges of transforming a sales team inside of very large enterprises.

 

A Better Way to Structure Your Sales Force

Greg Alexander and Tony Capucille, Chief Sales Officer at Heartland Payment Systems, discuss the pros and cons of the 7 B2B sales organizational models.

 

Build a team of A Players Inside the Sales Organization

Greg Alexander and Todd Cione, Chief Revenue Officer at Rackspace, talk about hiring, onboarding, and developing exceptional sales talent.

 

Articles

 

Fill Every Role on Your Team with an A Player

In this article, Greg Alexander makes the case for applying the TopGrading methodology to the sales team, and outlines how to do so.

 

What CEOs Need to Know About Their Marketing Strategies

In this article, Greg Alexander and Rashid Skaf, CEO of AMX, discuss the role the CEO plays in crafting a company’s marketing strategy.

 

What CEOs are Looking for in a Sales Leader

In this article, Greg Alexander and George Norton, leader of Heidrick & Struggles Chief Sales Officer practice, discuss what CEOs need in the chief sales officer role.

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