Having a group of deals expected to close, but instead get “pushed” into next quarter is as frustrating as it is common. And it is common.
Why Customer Diligence Matters in Quality of Earnings (Q of E Diligence)
In Q of E Diligence, you know what matters and how to measure it. After all, your deal is at stake, and the performance after the deal depends on it. With all the rigor you apply, still, you have to ask, “Is the diligence package giving us confidence in the revenue stream we expect?”
Launching New Products or Services – Four Mistakes to Avoid
As companies seek organic growth, launching new products and services makes sense. Innovation is key to long term success and competitive advantage. Opportunities to sell more to current customers is an obvious motivation for creating new offerings.
Pining for Trees
We’ve all head the expression, “Can’t see the forest for the trees.” When you hear this, it usually means that someone has a blind spot. Could that apply to you …
Playing Defense in Bringing a Company to Market
When bringing a company to market, you have a lot to think about. One key element is building the company story; one that weaves all the compelling highlights that would …
Win-Loss Analysis to Drive Sales Results:
A checklist for companies considering a Win-Loss Analysis Program Many Sales leaders are thinking strategically about their “win-rate” and how to improve it. Once a focus only for Enterprise companies, …
Win-Loss Analysis – The Inner Game of Sales Success
A caution for sales leaders: Don’t be your own worst enemy Winning at enterprise sales is hard enough. Often, Sales leaders make it harder still by encouraging or enabling bad …
How did Net Promotor Score become the standard for Customer Satisfaction and why should you care?
If you’re a B2B marketer, here’s what you need to know about Customer Satisfaction (C-Sat) and why you should be wary of NPS as a sole measure of customer experience.
The Conundrum of Customer Satisfaction
This is the time to get serious about learning all you can know about your valued customers. And what you may learn can give you the keys to drive everything you do.
Performance and Accountability – The Two Mantras of Growth
You would be hard-pressed to name a couple of themes in business that have received more attention over the past few years than Performance and Accountability.