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Outsider Insights | From Hustle to System: Why More CEOs Are Rebuilding Their Sales Function
Outsider Insights
Across Chief Outsiders, we talk to hundreds of CEOs every month. In this new series, we explore the trends and challenges we’re hearing from these discussions – and what you can do if you’re facing the same issues in your business.
Attention CEOs: What is the Real ROI on Social Media?
Wed, May 24, 2017 — Let’s travel to an alternate universe for a moment – one in which your corporate accounting is being handled by a cashier from 7-11; in which your IT is being entrusted to your neighbor’s grandfather, who once re-wired a lamp; and one in which your sales is being handled by a guy wearing a trench coat at the top of the subway steps.
What do Dynamic Value Hierarchies and Power Windows Have in Common?
Thu, May 18, 2017 — Do you ever wonder how power windows on cars and trucks came about? Try to buy a vehicle with hand crank windows today. Good luck with that. The story of power windows is also a story about value hierarchies. Value hierarchies are graphic depictions of your value proposition. Value hierarchies are usually organized as pyramids with three tiers of value:
To Grow, You Need to Know – Why Market Awareness is Essential for CEOs
Tue, May 16, 2017 — If your company is not growing, it’s important to dig deep when looking at market changes. James Quincy, the new CEO of Coke is demonstrating the progressive thinking needed to turnaround his company, which is in decline. In a recent article on PYMNTS.com, Quincy talks about critical information that he is using to understand the declines and then respond to them.
Kickstart your Performance Initiatives: How KPIs Help You Get Results
Fri, May 12, 2017 — As a CEO, you want results. To support your lofty goals, you’ve run a good strategy session; and you have a solid plan of attack. But, do you really understand the journey from your strategic plan to your desired outcome? Are you ready to use the single best tool you’ll ever have, the little understood key performance indicator, or KPI?
Tuning Your Lead Generation Engine: One Expert’s View on How to Fill Your Funnel in 2017
Thu, May 11, 2017 — The subject of lead generation has always been near and dear to my heart – even more so when I am engaged by companies that are seeking to evolve their business development practices and struggle with where and how to get started. Lead generation has become an increasingly complex landscape to navigate with a plethora of services, solutions media and approaches.
Hey Siri - How Can I Prepare for Mobile SEO?
Tue, May 9, 2017 — Like it or not, two big changes are coming to search that will impact the ranking of every web site – voice search and Google mobile-first indexing. One is fueled by the way we search and the other is what Google will search in the near future.
What B2B E-commerce can Learn from Consumer Retail
Tue, Apr 25, 2017 — The world of consumer retail is in the midst of rapid transformation. Traffic in brick-and-mortar stores is decreasing. Consumers are moving away from shopping malls. Traditional advertising—whether via direct mail, TV ads or newspaper and magazine ads—is losing its relevance.
CEO Shares the Benefits of Participating in a Peer Advisory Group
Mon, Apr 24, 2017 — CEO Experiences Growth from Being a Member of Vistage Chief Outsiders Fractional CMO, Neil Anderson, has a conversation with Vistage Member and CEO of TalenTrust, Kathleen Quinn Votaw, about her experience with Vistage, an executive coaching organization that provides leadership training and business coaching to CEOs and Executives.
CEOs seek Digital CMOs to Lead Growth
Thu, Apr 20, 2017 — Don’t have a digital savvy CMO? You’re likely losing the digital game. A CMO’s job description is no longer just about brand awareness and big positioning, but more about driving revenue, now and in the long term. In fact, 70% of CEOs expect CMOs to lead revenue growth. CMOs are expected to do more because of the digital tools that allow them to do more. New digital marketing tools better connect companies with their customers in ways they couldn’t before. It’s a constantly evolving process, and the key to growth is to get into this game sooner versus later, so you can win.