Executives-as-a-Service for Business Growth Acceleration

Articles

See a collection of articles written to help accelerate revenue and grow your business.

 

A Revival of the Authentic Sales Professional

Posted by in Achieving Growth, Agile Sales, Business Acceleration

A Revival of the Authentic Sales Professional

A renaissance in the sales profession has emerged during these challenging economic times. A renaissance is a time of rebirth or revival of culture and skills that have been forgotten or previously ignored. Conventional wisdom for the tricks-of-the-trade salesperson is being replaced by the highly experienced, knowledgeable, and skillful sales professional who has mastered the art of sales and made it a sustainable, scalable process. In fact, top producers are learning basic coaching skills to better serve their clients and pass on their...

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Which Way I Ought To Go From Here? My Desired Future State.

Posted by in Business Acceleration, General, Leadership, Thinking Framework, ZMap | XY Graph

Which Way I Ought To Go From Here? My Desired Future State.

Visioneering—How to Get There Fast. In Lewis Carroll’s classic, Alice in Wonderland, there is this memorable exchange between Alice and the Cheshire Cat: “Would you tell me, please, which way I ought to go from here?” said Alice “That depends a good deal on where you want to get to,” said the Cat. “I don’t much care where—” said Alice. “Then it doesn’t matter which way you go,” said the Cat. Of course business leaders care very much about where they’re going, but it’s not unusual for the daily demands, opportunities, and even crises of...

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What are Your Revenue Strategy Metrics?

Posted by in Achieving Growth, Business Acceleration, Revenue Acceleration Articles, Revenue Strategy

What are Your Revenue Strategy Metrics?

The Chief Revenue Officer Masters the Key Revenue Strategy Metrics.   In our experience working with some of the greatest companies and sharpest business leaders in the country, we find that very few of them actually have a revenue strategy worked out across their business. That’s because, as the outsourced Chief Revenue Officer for these companies, we focus on generating and retaining predictable, profitable revenue across multiple channels throughout the ecosystem with a long-term perspective. In order to execute, you need the whole...

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Realizing Customer Lifetime Potential Webinar

Posted by in Achieving Growth, Revenue Strategy

Realizing Customer Lifetime Potential Webinar

Customer Lifetime Potential: The Key to Maximizing Customer Spend   This webinar recording talks about the difference between realizing the potential of a customer vs. measuring the value in the traditional sense. As a guest webinar leader for @Zilliant, I had great fun with this collaboration. Enjoy!   Watch the webinar here: https://zilliant.wistia.com/projects/l1jb3bpm8z. In this 25 minute webinar you will learn how to:   Use information and resources to engage in new methods for classifying and analyzing client behaviors;...

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Do You Have a Predictable, Profitable Revenue Strategy?

Posted by in Achieving Growth, Revenue Acceleration Articles, Revenue Strategy

Do You Have a Predictable, Profitable Revenue Strategy?

Chief Revenue Officers Understand Profitable Revenue Is What’s Important Our clients come to us looking for an immediate lift in revenue, but what they really want is predictable, profitable revenue, which consists of two things: 1. Instant revenue acceleration. 2. Improvement in margin, both cost of revenue-produced margin and cost of goods sold. They are two sides of the same coin. On the one hand, you can’t cut your way to growth. On the other hand, you can drive yourself into bankruptcy driving up revenue. That’s why the Chief Revenue...

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Winning is for Losers

Posted by in Achieving Growth, Agile Sales, General

Winning is for Losers

I was thinking about competition and it caused me to remember a contest I entered a few years ago that I WON! I had to submit a creative idea for a movie that would best describe the company I was working for at the time. I chose Toy Story, because “We have an extremely eclectic and diverse cast of characters that includes a cowboy, a spaceman, Barbie and a potato head or two; our suppliers are like the little army guys – always helping us out; and finally our founders actually believe we can go “To Infinity and Beyond”…” And I won! The truth...

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Chief Revenue Officers Find Revenue Growth Where Others Only Find Expenses

Posted by in Achieving Growth, Business Acceleration, Revenue Acceleration Articles, Revenue Strategy

Chief Revenue Officers Find Revenue Growth Where Others Only Find Expenses

How confident are you in your organization’s abilities to achieve your growth objectives? Here at the ZFactor Group, our team of C-level executives are all about joining hands with companies and helping them achieve rapid revenue growth by executing the role of Chief Revenue Officer. It is the task of the Chief Revenue Officer to generate and retain predictable, profitable revenue growth across multiple channels throughout the ecosystem with a long term perspective. This sounds like a mouthful—but it’s nothing compared to actually doing it....

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Avoid the $100,000 Hire, Hope, Fire Mistake with a Sales Ecosystem

Posted by in Achieving Growth, Agile Sales, Business Acceleration

Avoid the $100,000 Hire, Hope, Fire Mistake with a Sales Ecosystem

Trusted Outsource to Build Sales Ecosystem [In Part 2, Bill realized he was close to making Sam’s hire, hope, fire mistake. He now knows he has to build a sales ecosystem, but is concerned it could get expensive.] Sam returns with refills and Bill says, “Tell me a little more about Cindy‘s background and why you engaged her to help you grow revenue.” “First, as you gain more understanding and what a competitive advantage it is to have a sustainable sales ecosystem, you will realize there are very few people who...

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The Chief Revenue Officer — Your Secret Weapon and Competitive Edge

Posted by in Achieving Growth, Business Acceleration, Leadership, Revenue Acceleration Articles, Revenue Strategy

The Chief Revenue Officer — Your Secret Weapon and Competitive Edge

Who is driving your revenue strategy? Forbes Magazine calls it “The CEO’s New Secret Weapon.” We call it our sweet spot—The Chief Revenue Officer. It’s the best description of the secret sauce that describes what our team of C-level executives applies to achieve rapid revenue acceleration for clients across North America. Read this definition of a Chief Revenue Officer carefully—every word counts:   The Chief Revenue Officer generates and retains predictable, profitable revenue across multiple channels throughout the business ecosystem...

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Sales Ecosystem vs Hire, Hope, Fire

Posted by in Achieving Growth, Agile Sales, Business Acceleration

Sales Ecosystem vs Hire, Hope, Fire

Create a Competitive Advantage by Building a Sales Ecosystem [In Part 1 Bill expected Sam to at least give him some resumes. Instead, Sam offered to share what he had learned about building a sales ecosystem.] Bill and Sam sit down with coffees and Sam asks, “Tell me a little about your experience or understanding of growing sales for a business?” “My experience of selling is based on my personal sales efforts. I’ve read books, listened to others, taken a training or two. I’m pretty good at selling and figured...

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