The Nightmare of “Ready Fire Aim”
The phrase “Ready, Fire, Aim” (as opposed to the traditional “Ready, Aim, Fire”) seems to be all the rage now. Do a Google search and there are over 29 million entries. A best-selling book (by Michael Masterson, a highly successful entrepreneur) carries the title. Aggressive start-up CEO’s seeking top performers weed out anyone with the old “Rea...
Lessons learned from failed 2nd Product Launches
Everyone knows the difficulty in launching a company with a new product. Just reflect on the total time and resource expended between the initial idea and the eventual happy customers. It was likely an all company, all levels, all energy effort, and a 100% focused mission to align investors, product, marketing and sales groups around a single vi...
New Profile: Kick-off Your Sales Transformation with 8 LinkedIn Power-Ups
Given LinkedIn’s central importance to B2B sales, it may surprise you to find that your company profile, your profile, and your team’s personal profiles, are outdated and underutilized.
For most of us in the B2B sales space, LinkedIn is a vital primary source for information about potential customers, vendors, partners, and new hires. Bu...
When is the time right for Renaissance vs. Coin-operated Sales?
At Altus Alliance, we see a lot of clients who ask for guidance on sales strategies, compensation, and how best to drive results and increase sales. CEOs and investors, in particular, are interested in results and how to make the most out of their sales team.
However, getting the results that you want from your sales team isn’t alw...
Measurement, Accountability, and the Science of Revenue Acceleration
It’s no accident: management teams driving consistent revenue growth know what to measure, and who owns the numbers. They start with well-defined strategic objectives and set realistic targets underpinned by silo-free action plans. Execute, measure, tune, repeat. And yes, they hold themselves accountable for their outcomes.
When it comes...