The misalignment of sales and marketing can prevent an organization from reaching it’s sales potential. Interim marketing executive Chuck Besondy, explains the top 7 costs of misalignment of sales and marketing.
There’s a lot of talk about aligning sales and marketing. I’ve given speeches on the topic and have written numerous posts. Company executives [...]

Interim marketing executive, Chuck Besondy, explains how to take advantage of the opportunity of leads that leak from the sales funnel pipeline. This simple sales funnel step can significantly improve sales.
I was speaking with an executive the other day who repeated the concerns of her management team that their existing market was too small [...]

by Michael Pearce, Interim Management Executive
There are a host of pains organizations inflict on themselves that present clear and present dangers to their very viability. Among those we often see are:

Goals and objectives that are out of sync with job descriptions and employee expectations

Compensation plans that don’t reflect the will of the organizations executive [...]

Too many organizations have limitations put on themselves by themselves, by their culture. We have a process, we have an integrated program, that we work with organizations to develop their culture so they can reach their potential. Let me give you an example. One of our clients has a union management situation that has developed [...]

by Chuck Besondy
The revenue funnel isn’t the sole domain of sales or marketing. CFO’s should be as familiar with their company’s funnel structure and metrics as any sales executive or marketing executive. Here’s why.
1. Funnel modeling tools provide the best way for marketing, finance, and sales to talk the same language during planning and [...]

by Chuck Besondy
In case you didn’t notice your customers are buying differently today than they did last year. The differences could be subtle or obvious, but if you observe closely you’ll see that the process they follow to make a buying decision–the buyers’ journey’–has changed.
If your selling process and sales funnel structure haven’t adapted [...]

What do you think are the major reasons companies fail to reach their revenue goals?
The famous McDonald’s restauranteur, Ray Croc, used to say “There is no competition”. What he meant was that we can’t blame others for our failure with customers (I would add children or spouses as well!)
Some years ago, Rockefeller Corporation did [...]

When working with company‘s that have sales revenue and profit challenges one of the first places to look and diagnose the root cause is within their sales numbers, specifically the sales pipeline. The sales pipeline typically reveals the symptoms associated with the revenue and profit challenges a company is currently experiencing or will experience. One [...]

by Arnie Valenzuela
It was a familiar feeling that I was all too used to. That feeling of getting ready to attempt to perform a death defying feat in front of a crowd when I had little or no confidence in accomplishing the feat. To make things worse the crowd was my peers, [...]

by Michael Smith
Yesterday’s breakthrough became today’s baseline. And today’s successes will automatically set tomorrow’s expectations. Welcome to professional sales.
The name of the game is “compounded growth.” It’s a relentless game – like never having quite enough meat to feed a hungry lion. He’s just never satisfied.
Enter the sales manager – the [...]