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CEO meeting with newly appointed sales leader
Sales Force Management Articles for CEOs

Newly Appointed Sales Leader Fails

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 and Sales Alignment Articles

Marketing Effectiveness Actions for Improved ROI

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

Businessman talking in meeting
Sales Strategy Execution Articles

Who will own your Revenue Improvement Plan?

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

Sales manager up to neck in the sea, drowning.
Business Performance Articles for CEOs

National Sales Manager Drowns Under Structure

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

CEO thinking how to increase revenue
Business Performance Articles for CEOs

The Different Challenges CEOs Face to Increase Revenue

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

business concept of products failing to sell
New Markets and Products Articles

Why Great Products Fail to Sell

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

high performance sales leader character winning goals
HR Management Articles

Hiring a High Performance Sales Leader

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

inside sales person talking on phone to multiple people
Sales Management Articles

The Untapped Revenue Stream of an Inside Sales Team

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

red apple standing out from green apples showing brand positioning
Marketing and Sales Alignment Articles

Why Brand Positioning Matters

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

hands holding small plant nurturing leads for growth
Marketing and Sales Alignment Articles

Nurturing Leads Can Treble Sales Conversion Ratios

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