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Deep insights and thought leadership related to everything revenue growth related by M. Allen!
In today's competitive sales landscape, many sales teams struggle with pipelines cluttered with unqualified "opportunities." These opportunities often appear promising on paper but rarely convert into...
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As we kick off our annual check-up, I find myself pondering five key questions that will guide us on this journey:
Are our sales strategies aligned with current market dynamics?
How effective are ou...
1. Deal Qualification: How effectively does your sales team use qualification methodologies like MEDDPICC to close opportunities?
2. Multi-Threading: Are your sale...
Thoughts and feedback on this key point for small to middle-market sized owners and CEOs:
1. Perceived Stability and Commitment:
- Full-time hires are often associated with greater stability and commitm...
1. Understanding Buyer Needs: In today's market, it is imperative for sales teams to deeply understand the unique challenges their buyers face. Buyers are increasingly seeking partners who invest time...
When I first took on the role of Chief Revenue Officer (CRO) at a fin-tech and services company, I knew I had a significant challenge ahead. The company had been relying heavily on a single anchor acc...
Understanding the different stages of startup funding is essential for entrepreneurs looking to navigate the complex landscape of business growth. This article breaks down the journey from Pre-Seed to...
Most sales processes are designed for sellers, not buyers. And it’s costing you millions.
If your sales stages are named Discovery, D...
Hold Off on That FTE Hire! Before making that leap, consider this: The number of stakeholders involved in decision-making has grown from 5 to 8. Top performers are now 519% more likely to have the req...
The Fintech Transformation: A Case Study
Once upon a time in the bustling world of fintech, a company found itself at a crossroads. Despite having a solid product, it struggled to connect with its tar...
Imagine there are 100 perfect prospects waiting just beyond your reach. They mirror your best customers, sharing the same challenges, and they need exactly what you offer. Yet, despite the alignment, ...
