Teflon-Coated Leadership
Our recession economy for the past several years has been a challenge for many companies but the survival process has created leaner profiles with generally better clarity regarding core business fundamentals. One area that has not advanced as far as it could under these conditions is sales leadership. Companies still want to blame the sales [...]
Black & White TV vs. HD Color – Which Do You Want?
This question is not about the history of television technology – it is about the technology available to assess new hire candidates today. In my first CRO role decades ago, we relied mostly on resume information, candidate interview style and references – what I now consider as black and white television-type data. I used this [...]
The 80/20 Survival Rule for CRO’s
Our decades of working with Chief Revenue Officers has confirmed one data point that is at the core of all revenue performance issues so we will call it the 80/20 survival rule.
80% of the challenges in meeting revenue objectives originate in two areas:
1. Not knowing or being able to explain your Differentiating Value (DV) in [...]
CRO Leadership Matrix
The CRO role – like all executive roles – is a combination of coaching, accountability, motivation and staffing. All too often CRO’s get busy with prospects, customers, and new market opportunities such that the consistency and effectiveness in their leadership role gets set aside. To avoid that mistake, we use a leadership activity matrix in [...]
New Book Edition – Chief Revenue Officer!
I admit to being more than tardy since my last post but the major distraction has been finishing a new edition of the book. Briefly, our reviewers felt the content was more about the Chief Revenue Officer (CRO) leadership role in B2B organizations and recommended repositioning the publication for that market segment. Thus the name [...]
Revenue Robots
Part of our Differentiating Value is to help companies identify and hire the right talent for their staffing plan. One consistent leadership error involves hiring a business development “hunter” and not providing an effective on-boarding program. Yes, these candidates are typically very independent in their sales efforts but they are not revenue robots. They still [...]
Top 10 Signs You Are Not Interviewing a Hunter
The top 10 indications you are not interviewing a sales ‘hunter’ (aka business development) when the applicant:
1. Cannot describe a successful sales campaign against a larger competitor in a major new account.
2. Wants to know if the base compensation is upgraded annually.
3. Wants to know more about the benefits program and PTO (paid time off).
4. [...]
The Key Concept for All Selling
A quick description of Differentiating Value can be heard in this short video interview I did recently with Jeff Fritz for his Accelerator Blog. There is no more important concept – it is the foundation of all successful selling. Please take a moment to watch the interview.
Core of Most Business Challenges
One of our clients sent over a quote by Red Adair, a global expert (and Texas legend) in extinguishing oil well fires:
“If you think it is expensive to hire a professional to do the job wait until you hire an amateur.”
That about sums up what goes on in many companies today when it comes to [...]
Hello from Asia
I had a chance to catch up on a backlog of unopened emails during a 12+ hour flight from New York to Tokyo last week and decided it was time to speak up about all the “pseudo sales” webinars, seminars and conferences being promoted to the world of Chief Revenue Officers. The number of ‘expert’ [...]
Carl Moe is the founder of CRO Success, an organization dedicated to developing and delivering the tools, processes and systems CRO’s need to succeed. Moe specializes in helping restructure revenue systems for sustainable growth and optimized performance.
