Matt Oess

Owning Your Prospect’s Buying Priorities

If you’re better than your direct competitors, then you must be closing deals, right?  If not, then perhaps you haven’t considered ALL of your competition.  You’re not ju...

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Business Plan Advice from Yale – Dumb it Down

The best advice I ever received on writing business plans may have also been the most obvious.  The advice came from David Cromwell, a 30-year veteran at JP Morgan. For 6 of th...

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CSOs and CMOs Must Hang Together

As recently as five years ago, few would’ve predicted the unification of Chief Sales Officers (CSOs) and Chief Marketing Officers (CMOs). They didn’t speak the same language,...

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Acquisition Integration – Part 1

Why Acquisitions Fail: It’s the Integration Companies seek to accelerate revenue growth or enter new markets through mergers and acquisitions. They spend a lot of energy and r...

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Why your sales team stinks at forecasting revenue

According to a CSO Insights 2016 study of 1,200 sales organizations, on average, a sales person who forecasts a deal to close will win that deal only 45.8% of the time.  In cont...

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Acquisition Integration Part 2 – Sales and Marketing

Companies seek to accelerate revenue growth or enter new markets through mergers and acquisitions. They spend a lot of energy and resources identifying the right targets based on...

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Why your sales team stinks at forecasting – part 2

In Part 1 of this series, "Here's why your sales team stinks at forecasting revenue", we reviewed the facts about just how bad we are at forecasting. We self-diagnosed “why we ...

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Why your sales team stinks at forecasting – part 3

Re-Qualify and Reclassify Every Deal In Part 1 of this series, Here's why your Sales Team Stinks at Forecasting Revenue, we reviewed the facts about just how bad we are at fo...

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Alliance Bus Group Case Study

Alliance Bus Group needed to transform its 50 person sales organization and change the purchasing and ownership experience for bus buyers. TechCXO worked to completely transform ...

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Larson Juhl Client Case Study

Larson Juhl's sales organization was misaligned with its customer base. There was little to no distinction between customer segments and the level of support and attention custo...

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Zverse Client Case Study

Zverse 3D printing gives businesses the ability to offer professional 3D modeling & high-quality 3D print services.  They engaged TechCXO to provide interim CSO services to ...

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