Category Archives: Executive Strategies

Why a SF restaurant that just eliminated its waitstaff matters to you

By | June 28, 2018

The New York Times published a story this week about a San Francisco upscale fine dining restaurant that just eliminated its waitstaff.  Why is this story is important? It’s a story about the need to constantly stay in touch with your market, to constantly remain open to change — in some cases, pretty dramatic change… Read More »

When to make the “Inside Out or Outside In?” decision

By | March 29, 2018

When should a revenue executive break tradition and habit to look for an outside expert to develop new or improved sales strategy and validation? When a Fortune 500 company faces big challenges and change, the answer is “Often” and they seek big consulting to help outline the solution. They can afford the expense and understand… Read More »

Six Steps to Choosing the Right Target Audience and Increasing Sales

By | September 28, 2017

Choosing the right target audience may seem obvious, but many companies rush through it because “everyone can use the product” or the focus becomes the equally generic “CEO’s in Financial Services”. However, taking a more detailed approach and doing the research is probably the critical step in a successful sales campaign. We suggest considering the… Read More »

Lessons learned from failed 2nd Product Launches

By | August 24, 2017

Everyone knows the difficulty in launching  a company with a new product. Just reflect on the total time and resource expended between the initial idea and the eventual happy customers.  It was likely an all company, all levels, all energy effort, and a 100% focused mission to align investors, product, marketing and sales groups around… Read More »

Which Is Your Most Important Sales Pipeline?

By | June 22, 2017

Which pipeline is most important? Your prospect pipeline is not your most important. And, your customer expansion and renewal pipelines are not your most important either. The most important pipeline to manage as a sales leader is your “people” pipeline. Both prospective and current.  Sound a lot like your prospect and customer pipeline?  Well it… Read More »

Are Contracted Execs Right for This Time in Your Organization?

By | January 23, 2017

Recall the cliché “a rising tide floats all boats”? As our economy begins to pick up steam, it becomes increasingly important to make sure your revenue operations are running at full throttle so you can take full advantage of the rising tide. To do this, should you hire full-time employees, outside contractors, or some mix?… Read More »

View Big Challenges Like A Consultant

By | December 6, 2016

One of the perks of a Fortune 100 enterprise is having a budget sufficient to hire big brand, big thinking consultants. Outside help to tackle challenges beyond the current team’s capacity. For smaller companies and thinner budgets, there are boutique consulting firms who are specialized and can affordably solve specific issues. For example, Altus Alliance… Read More »