Executives-as-a-Service for Business Growth Acceleration

Articles

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

 

Sales – Wisdom vs Foolishness

Posted by in Achieving Growth, Agile Sales, Business Acceleration

Sales – Wisdom vs Foolishness

Sales and a Tale of Two Businesses “It was the best of times, it was the worst of times, it was the age of wisdom, it was the age of foolishness…” (Dickens – Tale of Two Cities) Sam and Bill are chatting after a monthly meeting with other business owners when Bill says, “I’m looking to hire a salesperson and you’ve got a great sales team. Do you have any referrals or recommendations?” Sam pauses and says, “Thanks for asking. I get this question a lot, so let me ask. Do you think your business is...

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Four Must-Have Calendar Blocks for Sales Effectiveness

Posted by in Agile Sales, General, Leadership, Thinking Framework

Four Must-Have Calendar Blocks for Sales Effectiveness

Calendar Blocks, Sales Effectiveness and Neuroscience?   I was chatting with a client of mine on sales effectiveness tactics and she shared a breakthrough moment she recently experienced. One day, after 11 years of non-stop action in sales, she asked someone to answer her phone calls while she closed her office door for 90 minutes of uninterrupted activity. She confessed it was liberating to actually block off time to take care of some much-needed tasks. In the nonstop life of a sales person, pausing the constant volley of emails and...

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Roadmaps, Achievement, and Your Thinking Framework

Posted by in Achieving Growth, Revenue Acceleration Articles, Thinking Framework, ZMap | XY Graph

Roadmaps, Achievement, and Your Thinking Framework

Achievement Roadmap: Why use a Thinking Framework? “A clearly defined thinking framework offers a road map for navigating complicated situations to arrive at conversations of insight and innovation that accelerate the achievement of stated objectives.” The simplicity of Napoleon Hill’s book title, Think and Grow Rich, still amazes me after forty years. Of course there is much that has to happen between thinking and getting rich, but the fact is – the quality of your thinking, matched with your intention to be a highly skilled,...

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Are You a Tethered Sales Hawk?

Posted by in Agile Sales, General

Are You a Tethered Sales Hawk?

Is your first response to say “NO – not ME! I have freedom to fly where I want, when I want and to hunt as I want!”   But do you? I say most sales professionals are untethered and suffer for it in their performance — and most importantly in lost potential — as a result.   Consider the reasons why the hawk is tethered in the first place.   A tethered hawk was not raised in the wild. The majority are raised from birth to have an intimate relationship with their falconer. Without the tether, the bird will fly too far...

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Customer Relationships: The New Ordinary is Extraordinary

Posted by in Customer Experience, General, Leadership, Relationally Relevant

Customer Relationships: The New Ordinary is Extraordinary

How many of your customers would describe your business as extraordinary? The old adage “nothing happens until something is sold” has been replaced with “nothing happens until you create and retain relationships that matter.” This is especially true with your customer relationships. This includes all your relationships – customers, employees, peers, team members, friends, family and community – you choose the order of importance for you. Remember it takes real effort and time to create sustainable relationships. If you remember that, you’ll...

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Overcoming Crisis and Change with the Warrior Spirit

Posted by in Business Acceleration, Navigating Change, Overcoming Crisis, Thinking Framework

Overcoming Crisis and Change with the Warrior Spirit

  What is the “Warrior Spirit” and how is it relevant to overcoming crisis? Last month as a country we celebrated the successful test launch of the Orion spacecraft, which will someday take astronauts back to the moon and beyond. Here’s something you might find interesting from NASA: in terms of energy, it takes the same amount of energy to overcome the resistance of earth’s atmosphere and gravity and achieve orbit as it does to go the next 140 million miles (on average) from earth orbit to the surface of Mars. From this...

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Mapping Your Way to Revenue Acceleration and Increased Margins

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

Mapping Your Way to Revenue Acceleration and Increased Margins

What is a revenue acceleration strategy roadmap? “A map does not just chart, it unlocks and formulates meaning; it forms bridges between here and there, between disparate ideas that we did not know were previously connected.” —Reif Larsen— At the ZFactor Group, our team of C-level executives aren’t consultants—we don’t focus on writing reports, instead our passion is rolling up our sleeves and working with our clients to achieve revenue acceleration. But revenue doesn’t just come from doing different things—it comes from thinking different...

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Accelerate Your Thinking to Accelerate Your Results

Posted by in Achieving Growth, Business Acceleration, Revenue Acceleration Articles, Thinking Framework, ZMap | XY Graph

Accelerate Your Thinking to Accelerate Your Results

Farmers and farm animals see the same farm—but they see it very differently. When it comes to business performance acceleration, it’s crucial to see the business as a whole, and how each part can accelerate the performance—and profitability—of the other parts. Without a deliberate, methodical process to think about your business, it’s almost impossible to grasp the whole.   What does business performance acceleration look like? Where do you start? The ZFactor Group is a team of C-level executives who function as an interim Chief Revenue...

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Do Your Clients View You as a Value Creator—or Just Another Vendor?

Posted by in Achieving Growth, Attract Funding, Brand Amplification, Business Acceleration, Revenue Acceleration Articles, Thinking Framework, ZMap | XY Graph

Do Your Clients View You as a Value Creator—or Just Another Vendor?

“How do you change the way your clients see you: as a vendor or value creator?” First, what does is mean to be a Value Creator? It’s one of the first questions we ask as we roll up our sleeves and start helping a business. My team of C-level executives, the ZFactor Group, is used by dozens of businesses across the United States as a virtual Chief Revenue Officer. Our clients don’t engage us to generate paper—they have all the reports they need—they engage us to get in the trenches with them and generate profits—fast. Owners, entrepreneurs,...

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