Intelligent Growth

M&A, although appealing in its inorganic accelerant of enterprise growth, involves potentially significant digital and relational pitfalls. From platform and ecosystem integrations to data consolidation and maturity elevation, systems and cultural compatibilities, cybersecurity and trust risks, competency and capabilities gaps, legacy vs. forward digital and relationship opportunities, busines...

In the post-pandemic world, micro-events have emerged as a dynamic and effective tool to engage and influence your audience, foster meaningful connections, and propel your business forward. By offering a range of smaller experiences, from virtual gatherings and targeted workshops to interactive webinars, every team has an immense potential to enhance their brand awareness, increase customer loyalt...

Investing in repeatability drives operational efficiency, scalability, and consistency for long-term business outcomes. By establishing standardized and efficient processes, organizations can streamline operations, improve productivity, and consistently deliver high-quality results, gaining a competitive edge in the market. These are foundational to every digital transformation effort. They're...

Mergers and Acquisitions (M&A) represent a significant strategy for growth and diversification for many companies, though the outcomes can be both positive and negative based on how the process is managed. From strategic fit and cultural integration, including retention of key talent, to post-merger integration, communication, technology integration and lasting change management, the journey i...

Effective ecosystem strategies can deliver valuable near-term benefits as well as generate long-term growth and resilience. Leaders are finding significant opportunities to outperform their competitive peers, using this countercyclical strategy to combat continued uncertainties and disruptions and lower risk to fuel growth. The key is to create an interconnected set of services to fulfill a variet...

Ask most CROs who'll tell you that sales coaching is a cultural differentiator. It's a dynamic approach that empowers sales leaders to become the best version of themselves and to develop and guide their teams to greater performance, execution, and results. When you create a culture of sales coaching, leaders foster continuous learning, skills development, and motivation among their revenu...

Generative AI holds significant potential and promises to transform various aspects of how organizations engage their current and prospective relationships. From visual content creation to personalized marketing, predictive analysis, dramatically improved customer interactions, product development, and A/B Testing, every marketing and sales leader now has the playing field leveled to think and lea...

Revenue Operations (RevOps) is designed to break down silos between sales, marketing, and customer success teams, aligning them to drive intelligent and profitable growth. This holistic approach ensures smoother processes, efficient collaboration, and greater visibility across the revenue-generating units of the business. So, where should RevOps be structured within the organization? Who and what...

A fundamental difference exists between an entire market you can market, sell, and service, and those relationships are highly relevant to the appropriate need, willingness, and ability to pay for your product, service, or solution. Total Addressable Market (TAM) and Total Relevant Market, also known as Serviceable Available Market (SAM), are two distinct concepts used in business planning, partic...

If you had a chance to catch the most recent mini-series on the challenges facing CMOs, CROs, and CCOs, you quickly realize two fundamental facts: 1. The strategic relationship between marketing, sales, and customer success leaders and their teams (not to mention with higher-ups in the org) has never been more critical. 2. A set of highly credible, believable joint metrics across the three functio...

Customer centricity is a business strategy that puts the customer at the center of all activities and decision-making processes. It is a strategy focusing on understanding the customer's needs, preferences, and behaviors and using this information to design products, services, and experiences that meet or exceed their expectations. So, whose job is it to be that influencer of common tools/appr...

The most recent PWC Annual Global CEO Survey highlighted top-line growth threats as most CEOs' prevailing concern in the next 12-18 months. Chief Revenue Officers (CROs) earned a seat at the C-suite table because revenue growth needs prudent oversight. The organization's ability to consistently, accurately, and confidently predict and deliver on its revenue goals requires a seasoned states...

In 2023, the business-as-usual approach to growth will no longer suffice. To succeed, Chief Marketing Officers (CMOs) must establish their leadership brand by broadening the mindset, skillset, and roadmap of their internal teams and external support ecosystem while prioritizing their strategic relationships. Increasingly, every CMO is being asked to do more with less. Resources are increasingly sc...

In challenging economic times, most organizations tighten their spend and focus the aperture of their investments on the greatest return on investments. RevOps investments are critical in optimizing the organization's go-to-market strategy. But at what cost? And how can every CRO, CMO, and CEO zero base everything, including how they think about and implement cost savings in their RevOps initi...

In challenging economic times, most organizations tighten their spend and focus the aperture of their investments on the greatest return on investments. RevOps investments are critical in optimizing the organization's go-to-market strategy. But at what cost? And how can every CRO, CMO, and CEO zero base everything, including how they think about and implement cost savings in their RevOps initi...

Most of us believe that driving our cars without a dashboard would be silly, if not dangerous. Yet, many enterprise growth strategies need help to pinpoint critical insights and corresponding levers to manipulate in the expansion, integration, optimization, or transformation of their marketing, sales, and customer success efforts. In essence, their RevOps is flying blindly! From product-market fit...

Revenue Operations (RevOps) should be the strategic alignment of Marketing, Sales, and Customer Success motions toward a 360-degree view of your most valuable relationships. If you're responsible for aggressive revenue targets and data-driven decisions, how confident are you in the frictionless, accuracy, and impact of your RevOps in your growth strategy? Before recurring business models, comp...

How Impactful is your RevOps? Revenue Operations (RevOps) should be the strategic alignment of Marketing, Sales, and Customer Success motions toward a 360-degree view of your relationships. If you're responsible for aggressive revenue targets and data-driven decisions, how confident are you in the frictionless, accuracy, and impact of your RevOps in your growth strategy? To address the unique need...

If you watch the original Star Wars episodes 4-5-6, you'll get to know Luke Skywalker. Watch all three, and you'll go considerably deeper into the character, his trial and tribulations, and how wisdom impacts his journey to become a Jedi Master. In your work (and life), similarly, you can read any of the David Nour books - Relationship Economics, Co-Create, and Curve Benders, and get great insight...

Predictive analytics uses current and historical data to forecast activities, behaviors, trends, and intent. It involves applying statistical analysis techniques, data queries, and AI/ML algorithms to data sets to create predictive models with a numerical value or a score on the likelihood of a particular action or an upcoming event. When done ethically and in the proper, value-based context, this...

How would you describe one of your favorite brands? Why or how have you created an affinity for this brand? Regarding professional relationships and enterprise growth, our research highlights a spectrum of familiarity with individual brands. Some we outright reject; others we feel rather neutral about. Others, yet we prefer or even insist on. In business relationships, you should aim to build a pr...

Have you noticed why some people identify, build, nurture, and sustain fantastic business relationships while others have the same opportunities and let those invaluable contacts flounder? Our research over the past two decades, and particularly over the past three years of the global pandemic, points to a single source of the truth: discipline! Discipline in understanding what it takes to turn ev...

In a thriving economy, or a declining one, one attribute consistently sets high-performing teams apart from dysfunctional ones: the quality of their relationships. Call it "having each other's back," "getting on the same page," or "a team of rock stars;" the attributes of individuals, teams, and the organization, we've found are very consistent. What if there was a roadmap for your to measure and...

Ever since the early years of our academic careers, it has been driven into us that the relationships we nurture will mean more to our professional success than just the knowledge we acquire. Beyond intellectually understanding that networking is critical to our success, the post-pandemic world has proven that our network is highly correlated to our net worth. Success in business networking starts...

Your business relationships evolve - at an increasingly accelerated pace, consistent with the changes we all experience in the market. People change jobs, careers, industries, geographies, and strategic priorities. All of these factors change the very nature of your relevance to others - and theirs to your personal/professional growth and success over time. Said another way, your post-pandemic bus...