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 [...]
Revenue Growth's tag archives
Aligning Marketing and Sales for Revenue Growth
Overcoming Pains Organizations Inflict on Themeselves
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 [...]
Why the CFO Should Be Funnel Savvy
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 [...]
Reset the Sales Funnel for Revenue Forecast Accuracy
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 [...]
Interim Sales Executive Question: What Direction is the Best to Build Sales?
Question from client:
$3mm confection company wants to go national; capacity to rapidly grow. Need high end retail customers for this premium brand.
What direction is best to build sales? Direct sales force calling on targeted accounts, or indirect via distribution or food brokers? Is there a way to assess situation before choosing one or more directions?
Great [...]
It’s a Great Time for a Revenue Tune-Up. Where is that Reset Button?
by Chuck Besondy
In light of the global economic chaos smart CEO’s recognize that this is actually an excellent time to assess and tune every aspect of the company’s revenue engine. “Business as usual” just won’t cut it because we’re not facing an “as usual” market. The time is right for an interim executive, the master [...]
Second of the 5-Point Web Revenue Plan: Message
Logically, once an organization has a list of prospects with the right profile, it is time to take their offering to market. In real terms, many organizations get through the first step and immediately use a “divide and conquer” sales methodology.
By this, we mean they divide the list among their sales team. The [...]
Determining a “good” sale: customer expectations, competitive pricing, profit!
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 person tasked with the [...]
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