“Becoming a Thought Leader” – CAMPS Leadership Forum

Another Leadership Forum is happening in March for members of Center for Advanced Manufacturing Puget Sound (CAMPS).  The forum will be at the offices of Clark Number in Bellevue, WA on March 27. I will have the honor of presenting on the topic of “Becoming a Thought Leader”.

Topics: Leadership Events Brand Management CAMPS Brand Integrity

Is it Worth it to Create/Carve Out Space for a CRO?

aka How Valuable is a CRO?

Unlike a more narrowly focused Chief Sales Officer or Chief Marketing Officer, a Chief Revenue Officer (CRO) is responsible for the entire array of revenue-driving activities – scaling revenue, overseeing sales and marketing teams, managing partner relationships, ensuring client success throughout the buyer’s journey, and maintaining brand integrity. As an organization grows, the need for a CRO often becomes more evident.

Some companies decide to onboard a CRO to better align burgeoning sales and marketing teams around a singular business goal, while others choose to bring in a CRO to bolster channel expansion efforts. Either way, a CRO will oversee the business processes and staff that accompany the end-to-end revenue value chain.

Topics: Leadership CRO Chief Revenue Officer HR Collaboration

Smarter Sales Forecasting - Important Questions You Must Ask Your Team

“The goal of forecasting is not to predict the future but to tell you what you need to know to take meaningful action in the present.” - Paul Saffo

Market volatility and economic disruption are once again becoming the norm, making it more vital than ever that businesses have a strong grip on their revenue forecasts. Not only does strong revenue predictability provide a solid platform for critical decision-making, but it has also proven to be a winning business practice.

Topics: Leadership Planning Forecasting

How to Get More Authority - While Keeping the End in Mind

Seth Godin said:

Extraordinary contribution changes not just the recipient, but the giver as well…

The hard part isn't working for free. The hard part is figuring out that this is your chance to do more than you're asked, to resist being unpaid labor for an organization too cheap to pay you properly. Instead, this is a rare moment to leap.”

What's missing in Seth’s great share

Those who are still trying to figure out how to show up and be consistent are in the early part of their journey. Without a foundation of skills and expertise, ‘leaping’ does require some good judgment.

When that time comes, they can look at their skills, talents and how they make an impact… and sometimes will have an epiphany: “it matters”.  That is when they go beyond marketing – and leap… which leads to bigger rewards for everyone.

Topics: Leadership Business Culture Brand Integrity Professional Development

My Recommended Book List for Revenue Leaders

Here is a list of my top recommended books every leader who is responsible for growing revenue should have in their library. This list includes books focused on sales, marketing, leadership and personal development.

The things I want to know are in books; my best friend is the man who'll get me a book I ain't read. - Abraham Lincoln

What is my criteria for adding a book as a “favorite”? Such a book keeps me interested and offers a return on investment for the time. The return on the time invested to read the book might be a new idea or something that improves the business in a significant way. These books have influenced not only my business decisions, they have also offered new opportunities for personal development. 

Topics: Leadership Training Sales Training

Pros & Cons of Business Networking - Waste of Time or a Gold Mine?

Nobody wants to have a ‘networking conversation,’ especially those who are at the highest levels of business. They are hungry for real conversations and real relationships. It has to be authentic, genuine and sincere.”  -  Rich Stromback

Even with a plethora of information, books, classes and generous experts, rooms are full of people who have yet to develop excellent communication skills (and who you prefer to avoid). 

Topics: Leadership B2B Sales Networking Customer Relationship Management

Habits and Mindset of the Top 5% of Sales Professionals

It appears the top 20% of your sales team are closing 80% of the deals. This reality of 80-20 performance, where approximately 20 percent of salespeople produce approximately 80 percent of sales, can be disappointing. (Though it validates Pareto’s Principle).

Pareto’s Principle was named after Vilfredo Pareto (1848-1923), an Italian economist who observed that for certain economic conditions, roughly 80% of the effects come from 20% of the causes.

Instead of accepting Pareto’s Principle as a standard, I would prefer to see your team perform with excellence. Inspiring and leading a team to break away from average can be difficult if they are following the crowd and paying attention to what ‘everyone’ follows. I learned firsthand the importance of a network, excellent habits and a mindset of high standards when I grew a business from $4 million to $16 million over the course of four years.

Today I want to share thoughts, habits, and mindsets that help many to be a top 5% sales professional and potentially break Pareto’s Principle.  

A pdf copy of this article with checklists and questions can be found here > <>

Topics: Sales Leadership B2B Sales Sales Training Checklist

How Top CROs Create a Culture of Innovation

The most successful Chief Revenue Officers are not afraid to think outside of the box. To have big, out-of-the-box ideas, a company must have employees who are not intimidated by creativity, innovation, and inventiveness.

Topics: Leadership CRO Chief Revenue Officer Innovation Business Culture