Why is it always about me?
It is all about me because … In 2019 I identified that product companies miss their revenue targets because they focus on their product. Not their customers. That this basic error persisted [...]
Why do I get Sales Puppies when I ‘Cry Havoc’?
It is one of Shakespeare’s most evocative quotes, “Cry Havoc and let slip the dogs of war”. And it sits as a treasured wish at the heart of every Sales, Product and Vertical leader in your [...]
Avoiding CEO revenue rage
You have probably seen it happen a few times. Revenue drops. Your CEO is surprised. The offending region, major account and/or business line benefits from a CEO ‘coaching opportunity’ about [...]
Making time for revenue – moving from small to large opportunities
In our last post, we discovered that sales were not allocating their time to the highest revenue accounts. We now need to work out how to change this. Focusing sales on revenue potential There [...]
All clients are equal but … some should be more equal than others
The sales opportunity Your sales force is seldom without energy. The Monday morning meeting always has lots of news about who is seeing what clients and how opportunities are progressing. But [...]
Market focus – without focusing on the market
What is the opportunity? Can you get your sales force to focus on the money, without having to spend money focusing on your market? Yes. As long as you have company revenue for each of your [...]
