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Five Factors Affecting Revenue Growth

A study by Bain and Company shows an alarming trend: the cost of sales and marketing is growing faster than revenues. Half of the companies surveyed experienced their sales and

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Group of friendly business men and women shaking hands with no friction

Remove Sales Friction

Factor 2: Sales Process is Buyer Process Research by McKinsey & Company, Bain & Company, and the sales force training firm The Rain Group all show the same thing: Buyers

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Two people focused on their paperwork discussing higher growth

Market Focus is the Key to High Growth

Factor 1: Market Focus Of all Five Factors, this one probably drives high growth more than any other. Geoffrey Moore defines a B2B market segment as the intersection of industry,

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Business men and women in a room discussing B2B sales

The New Realities of B2B Sales (Part 1)

The 21st Century Reality A fundamental shift we see in Business-to-Business (B2B) is that prospecting and sales results are becoming more difficult, time-consuming, and expensive to produce. Lead conversion rates

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Group of friendly business men and women shaking hands with no friction

The Role of Accountable Leadership in Defining a High-Performance Culture

Management often makes the mistake of measuring the performance of individuals based on the belief that strong personal performance leads to strong corporate performance. This is true only when management understands all the dynamics in the organization that lead to successful business outcomes, and when the business environment is stable. However, even the most casual

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Five Factors Affecting Revenue Growth

A study by Bain and Company shows an alarming trend: the cost of sales and marketing is growing faster than revenues. Half of the companies surveyed experienced their sales and marketing costs rising faster than revenues. Ironically, when companies achieved high growth, their costs of sales and marketing, as a percentage of sales, remained flat

Read More »
Group of friendly business men and women shaking hands with no friction

Remove Sales Friction

Factor 2: Sales Process is Buyer Process Research by McKinsey & Company, Bain & Company, and the sales force training firm The Rain Group all show the same thing: Buyers now prefer to work with sellers who align their process to the Buyer’s process. A seller that does not comply is one that complains about

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Two people focused on their paperwork discussing higher growth

Market Focus is the Key to High Growth

Factor 1: Market Focus Of all Five Factors, this one probably drives high growth more than any other. Geoffrey Moore defines a B2B market segment as the intersection of industry, role in that industry, and geography— for example, hospital administrators in the US. Evidence suggests that the tighter the definition of a market segment, the

Read More »
Business men and women in a room discussing B2B sales

The New Realities of B2B Sales (Part 1)

The 21st Century Reality A fundamental shift we see in Business-to-Business (B2B) is that prospecting and sales results are becoming more difficult, time-consuming, and expensive to produce. Lead conversion rates are lower, sales cycles are longer, and closing ratios are not what they used to be. The success of acquiring and retaining customers relies on

Read More »
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