Customer Success and Intentional Revenue
Customer Success and The Case for Intentional Revenue™ In my career, I’ve worked with and consulted many technology firms from small to large on customer renewal issues. Mos...Read More
B2B Account Based Marketing
B2B Account Based Marketing: It's what's on your plate The smart money knows that at your B2B SaaS, Data or FinTech business, Personalized or Account Based Marketing (ABM) is on...Read More
Mapping Your Customer’s Journey: A MarTech Adventure
How do your customers find you? And once they find you, what do they want? Knowing the answers to these questions gives you extremely powerful insights into understanding how ...Read More
How Personalized Marketing Can Increase Your E-Commerce Sales
Point, click, buy? If only it were that easy. In his book Successful Advertising, penned in 1885, Thomas Smith famously said that a prospect has to see an ad 20 times before ...Read More
CSMs vs. Sales – The Same Only Different
CSMs and Sales Reps Share More Similarities Than You Think When you are with a group of CSMs, the word “Sales” often incites contorted facial expressions, bad jokes and inev...Read More
Does Your Sales Funnel Need an Anti-Inflammatory?
Like many B2B companies positioning and selling complex solutions in a challenging marketplace... your sales funnel is likely swollen with invalid leads and prospects, creating n...Read More
Competing Against Status Quo: Basic Strategies to Address Inertia in the Buying Process
Many sales organizations today find that status quo bias is their biggest competitor. While a bit of creativity and empathy on the part of your sales teams can help improve you...Read More
Do we even need outside sales reps today?
Outside account executives are an expensive proposition whose statistical effectiveness is falling. Many CEOs and CFOs I speak with are frustrated with the results, and they re...Read More
Do we need outside sales reps?
Industry statistics say outside sales reps hit their quotas fewer than 50% of the time. That, plus the increase in the use of solution architects who ask good questions coupled w...Read More
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 ...Read More
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...Read More
Simple Go to Market Plan
We humans are remarkable for our ability to undertake and accomplish incredibly complex tasks. We build and maintain structures in space, create new technologies, and solve compl...Read More
Where Does Growth Come From?
What is the one thing used to defined success for investors, Board members and executive leadership teams? ANSWER: INCREASED ENTERPRISE VALUE. If you can increase enterpri...Read More