Over the years, I’ve worked with thousands of salespeople and sales managers, some of whom aspire to be a SVP of Sales and Marketing or Chief Revenue Officer (CRO) at some point in their career. I’ve also had the privilege to work with and coach high-performing heads of sales and CROs. I have observed that […]
Author Archive for: Ted Humphrey
About Ted Humphrey
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Meanwhile lets just say that we are proud Ted Humphrey contributed a whooping 5 entries.
Value Drift could be killing your sales. Here are the warning signs. Whether you are responsible for your company’s overall growth strategy, or are a salesperson with a quota, it’s crazy-making when customers don’t “get” the value of your amazing offering. If you are confident that your B2B product or service creates significant business value […]
Congratulations. You and your team have created a powerful solution using sophisticated technology or a clever platform that solves an important business problem. Even better, you designed your business model around a product that can scale. Unlike a professional service business or a capital-intensive manufacturing business, you’re able to provide your product to vastly more […]
Private equity (PE) firms have become expert at creating shareholder value because their fundamental business is to buy companies, improve their value, and then sell them for a solid return. As an industry, they have had a lot of practice at it. Currently, there are about 7500 U.S. companies owned by private equity, and over […]
“Our strategy is to achieve double-digit revenue growth year-over-year.” Whenever I see something like that on a corporate strategy or mission statement, I want to say, “For your sake, I hope not! What you have there is a desired outcome. Growth is not a strategy.” Don’t get me wrong; growth is important – very important. […]