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Sales

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Complex Sales

predictable revenue growth

The Perfect Compensation Plan

Driving Sales Funnel growth, meeting revenue objectives, and getting sales teams to meet or exceed sales metrics are among the many challenges faced by our clients. Quite often, these problems

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Sales Management: Love Thy Employee

I believe that all people should be treated with respect.  People who believe they are respected, appreciated and valued tend to be happy people.  From my experience, employees who believe

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Why B2B Sales is No Longer Working

Overview A fundamental shift is occurring in Business-to-Business (B2B) sales as prospecting and sales results seem to be taking a turn for the worse. Lead conversion rates are lower, sales cycles are longer, and closing ratios are not what they used to be. We hear many Sales and Marketing executives complain that “solution selling” and

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the power of internal assessments

How to Get Ahead by Conducting Internal Assessments

The Importance of Internal Assessments Every CEO wants to achieve Predictable Revenue Growth. However, companies that struggle to meet their revenue targets are often puzzled by their lack of results while continuing to engage in detrimental business practices. Here are some of the issues that our clients have struggled with: A team could reduce the

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predictable revenue growth

Why Predictable Revenue Growth is Vital and How to Get It

What is Predictable Revenue Growth When we have Predictable Revenue Growth, we can set our revenue targets each year and achieve it within a narrow margin of error (no more than 5%). Not only that, we can also determine that each year’s growth rate will increase by an accelerator amount (20% for example), continually stretching

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Revenue Growth with Certainty: Predictable Revenue Model

The Revenue Growth Model A Predictable Revenue Model (PRM) enables a company to achieve 20% or more revenue growth year over year, sustainably and profitably. Its key benefits are: Sustainable high growth of over 20% per year At least a 30% increase in profitability At least a 30% increase in customer satisfaction A Predictable Revenue

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planning

The Front End to a Viable Sales Funnel

The key to a healthy, viable sales funnel begins at Teleprospecting. Determine the number of Marketing Qualified Leads for each Teleprospecting team (I recommend at least 150 leads per person). Then, verify their access to these leads.  Lastly, apply the Teleprospecting Best Practices recommend in my blogs. Be sure to keep these 6 points in

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planning

6 Steps to Streamline Your Sales Funnel Process

The Issue with Funnel Bloat Many of the sales managers I have worked with at over 100 technology companies believed that having more deals in the sales funnel translated to a greater likelihood of hitting their sales goals. While they looked at the size of the sales funnel (revenue potential), they forgot to consider when

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