Revenue Growth: Understanding the ACRE Principle
The ACRE Principle focuses on the critical components necessary for revenue stabilization while encouraging intelligent investment in the resources that most profitably enable a business to establish profitable, long-term business relationships. In today’s business environment there is a tremendous emphasis on and investment in revenue acquisition activities through sales and marketing. When revenues drop, this [...]
The Power of “Swing Voters” in a Business
In the community of any business, employees behaviorally vote on new initiatives and programs in a fashion similar to an election process. After careful thought they will eventually decide and either be in favor of and on board; or, they will be against and not engaged, maybe even an obstacle.
It is the swing voters, those [...]
Hiring Success – No Substitute for Effective Indoctrination
When it comes to hiring, nothing replaces or is an effective substitute for a new hire training, management, and indoctrination program. What is this obsession with employment profiles and screening? No matter how effectively, accurately, and closely you measure, evaluate, and align a person to your company, their success is dependent upon your organization’s [...]
Shifting Marketing Behaviors from Outbound Noise
The challenges facing marketers today is shifting their behaviors from promotional outbound noise, to tangible, measurable, and meaningful value. Capturing and sharing that value involves the establishment of a relational connection to the market. Building a relationship in today’s market requires that marketers recognize and understand that their customers and prospects are an interactive and [...]
Sales is a Simple Process
Sales, in its basic form, is a very simple process. In its most elemental form, sales is about discovering what people need and helping them discover where it is.
The problem with sales is that in its worst form, a salesperson attempts to convince someone that they are offering what they need, almost to the level [...]
