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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.
Boost Your Sales with Effective Cross-Sell and Upsell Strategies
Mon, Mar 18, 2024 — In today's highly competitive market, businesses must have a cross-sell and upsell strategy to boost sales and revenue. By offering customers additional or upgraded products or services that complement their original purchase—and presenting them at the right time during the buying process—businesses can take advantage of customer interest and increase the average transaction value.
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.
Full-time or Fractional? Focusing on the Next Generation of Your Company’s Leadership
Tue, Jan 23, 2024 — Nothing quickens the pulse or conjures beads of sweat on the brow of a mild-mannered CEO than the departure of a key member of the executive leadership team. Like it or not, the door to your company’s success swings in both directions, and often, you may find yourself on the drafty side, wondering how you’re going to replace that experience, counsel, and leadership.
CEOs: The 7 C's of Hiring Fractional Executives
Wed, Jul 5, 2023 — Since Christopher McKenna signaled the rise of ‘The World’s Newest Profession’ by publishing his book in 2006, the trend towards hiring and deploying management consultants has only been on the rise. One of the newest categories of management consulting is the Fractional Executive. But how does a CEO go about selecting one? Surely it’s not the same process and set of qualities you’d look for in an executive hire?
Meshing the Growth Gears for Sales and Marketing Success
Thu, Apr 20, 2023 — Why do the Marketing and Sales departments always have to be at odds, blaming each other for poor results? That’s the way it is in so many businesses. But it doesn’t have to be. As a company leader, you just want them to work together and get more sales, right? When the two symbiotic functions are working properly, they mesh like gears - Growth Gears - cranking out more sales power than either can produce separately. Take a brief ride with me to explore a model for making this work.
Four Ways that Fractional Leadership is Transforming a Resource-Starved World
Fri, Mar 24, 2023 — In a world where much is spoken about uncertainties, there still are many things that are as certain as ever. Despite the impact of a shaky global economy and a population still looking to shake off Covid’s impacts, hard work – and ingenuity – still rule the day. Individual efforts of unaffiliated workers comprise more nearly 60 percent of the U.S. workforce today, thanks to modern socio-economic values that embrace such flexibility. This also has given rise to a new trend -- building and leveraging common shared resources, especially at the upper tiers.