Tag: Sales

ProRata Client Case Study

TechCXO fractional CFOs and supporting accounting and finance functions teams provide a tremendous value to many technology startups and early-stage companies like ProRata. It's ...

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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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High Cost of Sales Attrition

The High Cost of Sales Force Attrition: And What to Do About It Sales force attrition ranks among the top concerns for Chief Sales Officers because of the two-headed mon...

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Cost of Sales Attrition – Part 1

The High Cost of Sales Force Attrition: And What to Do About It Sales force attrition ranks among the top concerns for Chief Sales Officers because of the two-headed monster i...

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Accelerating Pipeline Velocity

Your Sales Funnel Feels the Need for Speed Maneuvering a high performance fighter jet requires finesse at both high and low speeds. While stalls and uncontrolled flight situatio...

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Grading Your Sales Process

Is Your Sales Process Scoring an "OK" Grade? Every approach and landing a Navy pilot makes aboard an aircraft carrier is graded by the Landing Signal Officers. The grades are po...

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2017 Sales Planning Guide

This time of the year is critical to Chief Sales and Revenue Officers. So many things to do, so little time to do them: Close Q4 business Design sales model changes Re...

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Sales Meeting as Diagnostic Tool

Was 2016 a challenging or disappointing year for B2B sales at your firm or a firm in your portfolio?  Stumped at the root causes of flat or missed numbers?  While a sanitized a...

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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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salesplaybook

Sales Playbook – Part 1

In the run-up to Super Bowl “L,” the much-anticipated 2016 match-up between the Denver Broncos and Carolina Panthers, the sporting press naturally focused on the history and ...

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Avoiding the 29% Club – Part 1: The Ability to Engage

It has been researched to the fifteenth decimal point. Millions of dollars have been budgeted trying to figure it out. In this age of all things digital, it is a strategic impera...

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Avoiding the 29% Club – Part 2: The Hunt for Deciders

71% or 29% Club? You are a member if you are a hunter. Farmer, gatherer, inside sales, probably not. As you know, hunting has become a study in forensic sales: Strategic Sales...

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