Recently sitting in a review meeting with a CEO of an industrial products business, we were joined by his newly appointed sales leader. The aim of his attendance being to discover the findings and priority of the sales leader following
Marketing effectiveness continues to become an increased need in businesses as the cost of sales increases and customers’ buyer behaviour changes. The days of cold calling are limited, and marketing is required to extend its performance to more than just
A Revenue Improvement Plan is as important as a good strategic plan. As a CEO or owner of a small business, you must continually seek ways to increase revenue, and having a well-planned approach that has defined outcomes is core
Is Your National Sales Manager Drowning along with your Revenue Top-Line? You are faced with the following scenario with your National Sales Manager, and what do you do? The sales numbers are becoming unreliable, and as CEO, it’s becoming all
As CEO, you are ultimately responsible for delivering increased revenue and ensuring you are delivering profitable growth year-on-year, but for some, this is a harder task than others. You must deal with the challenges of markets, competitors, internal challenges, and
When your products fail to sell, some may argue that the answer to problems lies with product management, while others look to marketing and sales to answer questions. The answer is typically the problem is created by new product processes
Hands up those who do not want a high-performance sales leader. The person you hire for the role of a sales leader can define your organisation’s success or failure. They are the people who will set the standards of how
Companies have traditionally looked to external sales teams to be the people reaching out to customers in business development or account management roles with the intent of closing deals. These traditional methods of selling can be expensive, loaded with direct
Brand positioning Increases Buyer Responses How do you achieve it? Buyer response increases when brand positioning and compelling messaging are aligned. Success comes when you bring the brand characterisation and customer’s understanding together to create what is often considered a
Marketing has the challenge of not only lead generation for the sales organisation but also nurturing leads, particularly where the generation of new business is a significant part of the sales strategy. Marketing has numerous tools available to generate high
