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Winning the Fraud and Cybersecurity Race: A Go-to-Market Blueprint for Competitive Edge
Fraud and cybercrime have become a systemic, trillion-dollar drag on the global economy—but the fight to turn the curve is more than a market opportunity.
Over the past few years, I have worked alongside cybersecurity and fraud-management teams in government, banking, and payments, and nothing is more satisfying than seeing a new solution stop a romance scam or prevent a pensioner from losing their life savings.
Navigating Growth: The Role of Fractional Sales Leaders in Transformative Strategies
Thu, Feb 1, 2024 — Today’s trend of hiring fractional executives is gaining momentum among growth-oriented businesses aiming to enhance their management expertise and bandwidth cost-effectively. In this article, I will delve into the dynamic world of fractional sales leaders, exploring their pivotal role in driving revenue growth, providing specialized expertise, and offering flexibility to scale sales leadership based on organizational needs. I will reveal how these leaders contribute to strategic focus, mitigate hiring risks, and deliver quick results, drawing insights from real-world scenarios.
The Art of Value-Based Selling: Boosting Your Bottom Line
Tue, Oct 24, 2023 — Attention, bargain shoppers! In the realm of business-to-business (B2B) sales, blue lights, doorbusters, Black Friday sales, or penny pinchers don’t apply. That said, in our ever-evolving battleground, the age-old theory that "everyone buys a bargain" still holds.
The CEO Mindset: Resolving Sales Performance Challenges | Part 5
Fri, Jul 14, 2023 — Part 5: Moving Your KPI Levers Into Alignment Managing a sales team can be a lonely job these days. Just a few years ago, the energy in a typical sales office was positively electric. The office reverberated with the sound of ringing phones, demonstrations, strategy sessions, pipeline reviews, and the clanging of the sales bell after a deal was closed.
The CEO Mindset: Resolving Sales Performance Challenges | Part 4
Mon, Jul 3, 2023 — Part 4: Is Your Sales Process Supporting Revenue Growth? At the dinner table, you tend to get immediate feedback when the recipe of the dish being served is not quite perfected. In the business world, where the steaks….er….stakes are higher, it is no less important to have a plan which appropriately combines the ingredients for world-class success.
The CEO Mindset: Resolving Sales Performance Challenges | Part 3
Fri, Jun 23, 2023 — Part 3: Technology Platforms for the Win The market for sales enablement platforms has never been more robust. As companies like yours clamor for clients, revenue, and growth, they’re showering billions on the latest technology tools to help get them there. In fact, a recent report projects that the global market for sales enablement tech will grow at a 15 percent rate over the next five years, topping $9 billion by 2028.
The CEO Mindset: Resolving Sales Performance Challenges | Part 2
Thu, Jun 15, 2023 — Part 2: Finding the Right Talent for the Game Here today, gone tomorrow: Did you know that the average tenure of a sales professional is just about a year and a half? It’s a mind-blowing statistic that is, on the surface, an indicator of the rigors of a sales role, in any market segment.
The CEO Mindset: Resolving Sales Performance Challenges
Thu, Jun 8, 2023 — Are you one of the 31 percent of CEOs who aren’t completely satisfied with your sales team’s performance? Today, CEOs are consistently underwhelmed with their firm’s sales throughput when measured against their expectations. Yet despite their high degree of business acumen, passion for their product, and past successes, they lack the resources to understand and resolve the problem.
Revving Up Your 2023 Sales Pipeline Requires These Four “Rs”
Thu, Apr 6, 2023 — The past three years have been heady times indeed for sellers. From a global pandemic to a robust rebound, and a return to spending skittishness, it’s been difficult to pinpoint exactly how the market is going to react to the transaction of commerce. CEOs need a safe harbor because the marketplace represents a rolling sea of choppy tides. From my earliest days of selling, I’ve found calmer waters by sticking to the basics – a technique known as the four “Rs.”
What Every Midmarket CEO Should Know About Sales Enablement Tools
Mon, Feb 20, 2023 — What are sales enablement tools and why should I care? We are hearing more and more today about the rise of Sales Enablement tools, many AI driven, that accelerate and enhance the Sales Team’s customer outreach. What exactly are Sales enablement tools? Sales enablement refers to technology and related applications that are designed to help your Sales Team do their job more efficiently. It’s more than just call tracking, these tools educate and coach your Sales team making them much more effective in real time. Most integrate into your existing CRM solution while others can stand alone. Through apps, they can facilitate an automatic linkage between your other Marketing and Sales tools, providing visibility into your KPIs and strategies. With 43% of B2B buyers reporting to Gartner that they prefer a “seller-free” experience, Sales Enablement tools are becoming a necessity in the modern Sales Organization for B2B and B2C sellers.