With so much emphasis on big data and AI, today’s leadership conversations seem to be largely focused on metrics. And while B2B KPIs are certainly valuable to track and analyze, when organizations are facing challenges are they really the best indicator of what’s wrong and how to fix it?

The abundance of data available these days makes it tempting to rely solely (or at least primarily) on the data, but the most experienced leaders will tell you that data can’t necessarily tell the whole story, or the right story.

When it comes to diagnosing a problem or turning an organization around people are just as important as data because they can contribute:

• Institutional knowledge
• First-hand experience
• Insight into perceptions and attitudes
• Logic and reasoning

Let’s take a closer look at the benefit that human capital can provide when trying to overcome a challenge or understand and fix an issue to move an organization forward.

Take a moment to answer this question: How does your organization generate revenue?

(This isn’t a rhetorical exercise. Pause for a moment and actually do it!)

Once you have your answer, look at it and try to discern whether the answer you gave was related to methods you use to generate revenue (the how) or the strategic principles behind them (the why).

As a fractional CRO (Chief Revenue Officer) I frequently talk to business leaders who will discuss the ways that they generate revenue with statements like, “We sell through numerous channels to reach a wide market” or “We use reliable manufacturers to source all of our parts so we can get new products to market quickly” or “We provide extensive customization options so our customers can get exactly what they need.” And while these statements may be true, they miss the point of how their organizations are actually generating revenue. These are things that companies do – approaches they take, practices they use, or competitive advantages they rely on. However, they aren’t the true ways that those companies generate revenue …or at least they shouldn’t be!

Your revenue strategy should be more than just a collection of methods – it should be a set of principles.

With all the buzz right now around integrating AI and automation solutions into organizational strategy, it is worth taking the time to understand what kind of benefits marketing automation can offer and how to best utilize it to drive organizational success.

Let’s look at which kinds of activities are included in marketing automation, where it is best utilized to drive value, what its limitations are, the ethical considerations to keep in mind along the way, and what is coming next.

For the last 15 years I have worked as a content creator and copywriter, first for (what was then) the world’s leading ecommerce software provider and later for myself as a business owner. And today, I considered walking away from that to work for minimum wage at McDonald’s. Let me explain what happened...

An article in the March-April 2023 edition of the Harvard Business Review titled Beware a Culture of Busyness had a very strong message to share with readers: “Organizations must stop conflating activity with achievement.” It explains why busyness has become so valued in organizations these days as well as the significant damage that results from prioritizing and rewarding busyness. If you get a chance to read/listen to the article and want to share your thoughts with us, feel free to do so.

We would like to add our own thoughts based on what we have seen from helping B2B companies achieve strategic revenue growth for almost two decades. In our efforts to help move organizations away from a busyness culture we’re discussing the dangers of being busy, who is to blame for today’s busyness culture, and how to evolve to increase profitable revenue.

There is an old adage in business: “If your business isn’t moving forward it’s standing still, and your competition is gaining on you.”

This time of year I have a lot of conversations with business leaders about how they can get their business moving in the right direction. The CEOs I talk to tend to fall into one of two camps – either their organizations are in decline (their sales have fallen off and they need help bringing them back), or they have plateaued (their growth has gone stagnant, and they need help jumpstarting it).

In either scenario if business leaders choose not to do anything, they will just continue in the circumstances they are in. They will either continue declining until they fail, or they will remain plateaued until their competitors overtake their market share and then they will fail. The outcome is the same, although the time horizons will differ. If, however, these business leaders decide to take the steps needed to reinvent their organizations, they can achieve the outcomes they desire now and continue to evolve in the future.

There is plenty of advice available for business owners and CEOs of struggling companies to help them right the ship. But what if your “problem” is simply just that you are doing well and need to figure out how to take the next steps to grow revenue?

Every day I work with organizations that are succeeding, but they are stuck where they are. Their current revenue figures have plateaued, and they are unable to get to that next level. The issue they need to tackle is not staying afloat, it is figuring out how to increase their speed to win the race.

How do companies that have their business model figured out and are on sure footing propel themselves forward to that next leap in revenue growth? This revenue growth guide will give you the tactical advice you need to build a growth strategy to take your company to the next level!

If you are asking this question, you are already doing something right. Taking the time to analyze whether your Go-To-Market (GTM) strategy needs to be either refreshed or overhauled is a critical component of keeping up with both the market and your industry.

Determining whether you need a new B2B GTM strategy this year will depend largely on how old your existing plan is. If your GTM strategy was developed before COVID and has not been updated since, it definitely needs attention. If it was written or updated over the last two years, it likely still needs work but may not have to be rebuilt from the ground up.