What is the connection between a firms stock price and sales and marketing? This is a fundamental question in understanding how to radically simplify businesses and achieve breakthrough performance. To begin, we need to start with some simple basics about how a company is valued. A publicly traded company like General Electric (GE) is ownedContinue reading “Your Company is a Value Engine”
Executive buyer survey reveals hug gap with sellers Each year, over four years between 2010 and 2014, my team at Forrester Research studied executive buyers. We designed a study following the assumption that while buyers ultimately vote with their money, they really are in control of the whole sales process by how they chooseContinue reading “Simplfy Your Message By Communicating An Outcome to Your Customers”
How to look at sales and marketing investments holistically and lay the foundation for accelerated, profitable growth.
Conversations are the fuel driving the value exchange that results in a transaction
aligning the vision of your business strategy with your organization’s ability to execute. Perhaps one of the most important is making sure the execute responsible for the results (who that is is an entirely different conversation) is wearing bi-focal lenses. This is an excellent metaphor I picked up in one of the many facilitated workshopsContinue reading “Executing with Bi-Focal Lenes”