For most companies, especially small organizations, sales force restructuring is viewed as a daunting task.  In this hectic business climate, the revenue and profit pressures of the month tend to take over, leaving sales management with little time to revamp old selling styles, and so the cycle continues.  We listen to managers complaining that there …

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The evolution of communication and information access has dramatically changed the way in which products are bought and sold.  Years ago, customers had limited access to information without seeing a salesperson.  Not anymore.  Today, buyers experience information overload and face a myriad of product offerings from vendors coming at them through multiple media.  Every day …

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Recent studies show that although sales productivity is the number-one business initiative on CEO’s agendas, the sales and marketing practices employed today by most organizations are too expensive, too unpredictable, and generally inefficient. These studies show that the percentage of companies achieving their annual revenue targets has declined steadily since 2005 across all industries, among …

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Many technology companies are choosing to deliver their solutions in the form of renewal services like SaaS. The value drivers may not be different, but different metrics need to be implemented to measure value.  For example, traditional software companies (those selling perpetual licenses) collect most of the revenue soon after securing a PO with a …

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Although sales growth is the most important contributor to value creation in the short term, there are other “value drivers” that need to be incorporated and measured. For example: Gross profit and operating profit margins that consistently exceed industry averages will command higher values. Diversification of customers, repeat customers, customer satisfaction and customer growth are …

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In order for small and emerging companies to grow and scale in today’s market their marketing strategy and sales processes have to be in total alignment. One of the main problem areas we see with our clients is the way in which marketing and sales manage opportunities – sales leads. Traditional acquisition strategies rely on …

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For early stage technology companies, sales growth is one of the most important metrics of value accretion. Today an increasing number of companies are choosing to deliver technology in the form of renewable services or subscriptions, such as software-as-a-service (SaaS). In this business model, value is delivered over time as the service is used. So …

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