Can Your Strategy Overcome Tomorrow’s Challenges?

Turmoil and uncertainty aren’t going away anytime soon. So, as business leaders, we are left with two choices – bemoan this fact or do something about it!

Complaining about reduced budgets, labor constraints, accelerated timeframes on go-to-market strategies, added competition, increased channel options, and the like are futile efforts. There will always be challenges, but there are also tools, processes, and people that can help you overcome these challenges!

Winning companies understand this fact. Their success is built on the ability to analyze where they are today and use that knowledge to find the resources that are going to get them where they want to go tomorrow.

How exactly do they do that?

Topics: Strategy Strategic Revenue Growth Technology Training

Do Traditional Manufacturers Need a Chief Revenue Officer?

The Chief Revenue Officer (CRO) role has been a staple for almost two decades in high tech manufacturing environments. But does it also apply to traditional manufacturers? Short answer: yes. Slightly longer answer: it depends. Let’s find out why and if it makes sense for your manufacturing company.

Manufacturing, in particular, has a distinctly different approach to revenue than retail or professional services. The distinct lens that the CEO of a manufacturing company looks at revenue through shapes everything from the metrics they track to the operational initiatives they support.

Topics: B2B Sales B2B Manufacturing Technology

Shifting Buyer Priorities: Understanding the B2B Landscape    in 2021

2020 saw the biggest shift in B2B buying, selling, and marketing in recent history. What was originally speculated to be a temporary pivot ended up being a cataclysmic shift in how revenue is generated in B2B organizations. The trends and strategies that emerged have permanently altered the future of B2B buying.

The biggest change to the B2B landscape over the last year has been the move to digital selling strategies. Digital is now the preferred contact and buying method for B2B buyers to do research, order products, and schedule service. And like many of the changes we have seen arise in 2020, the digital trend does not appear to be going anywhere any time soon. In fact, 80% of B2B buyers want to stick with digital interactions (remote interactions and digital self-serve) in 2021 and beyond.

Topics: Revenue Growth Profit Sales B2B Sales Strategy Strategic Revenue Growth B2B Technology Customer Relationship Management Business Culture Business Development Change Management

9 Amazing Examples of Disruptive Technology (Inspired by the WTIA)

WTIA's (Washington Technology Industry Association) theme in May is DisruptiveTECH. Consider revenue growth opportunities from disruptive technologies in the past, and those projected in the future. This article is a reminder that your company may soon be disrupted or become a disruptor and lead you to a decline in revenue - or amazing revenue growth.

As you look at the disruptive technology examples below, many will be familiar to you. I want to challenge you to pause for a moment and consider how your customers and employees are changing habits in the new world. Buying habits are changing and “sales” has new challenges where the world comes to the buyer and they don’t want to be interrupted. I am hoping a few of the examples will have you scratching your head with amazement and wonder.

Topics: Revenue Growth Disruptive Technology Technology