Two pre-eminent Pacific Northwest companies occasionally share pieces of their long view public. Both Amazon and Filson are achieving their goals and securing their futures by purchasing real estate. Recent news about Amazon included plans to open hundreds of bookstores.
Watch the short video that talks about the very first bookstore and a little speculation as to why and questions about Amazon's long term plans:
Managing leads to convert them into more sales requires good timing and persistence. This infographic presents four best practices to follow to close more sales.
A Sales Qualification Matrix can make B2B sales “easy”. Many have said “without the Sales Qualification Matrix, business to business sales was twice as hard”.
One of my favorite indicators of business success is: Growing Sustainable Revenue. The sustainable growth rate in a business is the maximum growth rate a business can achieve without having to increase its financial leverage or debt financing. Stated another way, it is the maximum growth rate that can be achieved given the company's profitability, asset utilization, dividend payout, and debt ratios.
Connect with your prospects & clients
Understand what they want to achieve
Deliver to beyond their expectations
While it sounds simple, a commitment of time and effort is required. Often there is resistance to changing the mindset, as a team develops new habits. As an executive improves skills to manage change, it is much more difficult with four generations now in the workplace. There is no "one size fits all" solution.
The chief revenue officer is a pivotal role directly influencing the future of a company, and covers new business sales, installed client base sales, marketing, and partner strategy. Adding a new CRO to an organization sends the message: “our company wants a growth hacker” with a passion for growing business.
As a company evolves, it may become apparent that a chief revenue officer is needed, and that person will lead the charge as they take on the responsibility for all aspects of driving revenue to the company. As with most CXO positions, each company will require a CRO to play different roles. There is no “one-size fits all” job description.
Too much time, energy and money is spent searching for potential clients. In the new world of media, getting found via search engines or social media has become an additional expense. Wooing and winning new clients is more difficult as they have information and resources available with a click on their mobile device and set up systems to guard from pesky sales people.
"It is time to lower the price." Competition, entering a new market, bad economy, and lack of success are all reasons you might have this thought. Is it worth the risk to lower price knowing it will impact your profit margin?
Moving forward, instead of lowering prices and firing staff, consider what it takes to increase profitability with SMART Revenue.
Our culture has evolved, and executives are required to be more elastic in their roles and wear many hats. One of the essential roles is selling, including "non-sales selling". Daniel Pink refers to this type of selling as “Moving others” in his bestselling book “To Sell Is Human: The Surprising Truth About Moving Others.”