Troubleshooting Your Sales With a “5P Analysis”

It’s the beginning of a new year and a new Q1.  Many companies are doing Sales Kickoffs this week.  Some companies are challenged because last year sales did not hit the number and revenue did not grow as intended in the annual plan.  Others already see early signs…

Developing a Go-to-Market Strategy

If you are looking to accelerate your revenue with a new product launch or entering a new market, one of the key aspects of your Marketing Strategy must be a clearly defined Go-to-Market.  A Go-to-Market Strategy (aka “GTM”) is, at the most basic level, a plan of how you…

The “MAP” in your Go-to-Market Plan

If you are a CEO, a VP of Sales or a VP of Marketing thinking about accelerating revenue growth, you need to invest in clearly defining your Go-to-Market Strategy.  One of the key aspects of scaling is making sure you understand it clearly. A Go-to-Market Strategy (aka “GTM“) is…

Building Teams: The Fallacy of Industry Experience

Don’t make the common mistake of making a specific industry experience a key factor when building sales teams, hiring sales reps or sales executives.  It’s called “The Fallacy of Industry Experience” and is well described here in the Harvard Business Review article “What Makes a Good Salesman”: “Many…

Revenue Growth: Lead Generation is the #1 Lever to Drive Revenue Growth

If you read “From Impossible To Inevitable: How Hyper-Growth Companies Create Predictable Revenue“, you probably remember one of the first top takeaways when Jason Lemkin and Aaron Ross wrote in their best-seller: “Lead generation is the #1 lever that drives revenue growth, and can create hypergrowth. You’ve been trying to…