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Category Archives: Business Development Strategy

Shaming Customers Drives Conversions, but at What Cost?

“Don’t put words in someone else’s mouth!” This sage advice from my first-grade teacher has stuck with me. I have my conversational faults, but I’ve steadfastly avoided this transgression. Yet, the gaffe persists in society today, and it’s growing. We need a grass roots campaign to stop the spread. First, let’s adopt a more contemporary […]

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Why Companies Must Care about How They Achieve Revenue

“I don’t care how you make your number, as long as you make it,” my district manager admonished his sales team back in 1993. He chuckled, but he was dead serious. His laissez faire attitude was risky. We could have interpreted his statement as permission for dishonesty – a gremlin that regularly meanders into sales […]

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Personalization: Gateway to Dystopia

Back in the ‘90’s, Robert, a project manager at a systems integrator, asked me for some technical guidance about automated identification. “I want to track people,” he said. “Basically, I want to know when a person enters a room, when he exits, when he’s out in the hallway. Wherever a person is, I need to […]

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Virginia Gives Tesla’s New Sales Model a Faint Green Light

Earlier this month, I visited friends in Beverly Hills, California, and rode in their new Tesla Model S. The car accommodated six adults. Two sat up front, and four snuggled into a back seat designed to hold three. I loved the quiet, and especially the acceleration. If there were celebrities milling about, I didn’t see […]

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Is the Voice of Risk Being Heard?

“If only HP knew how much HP knows, we would be three times more productive,” Hewlett-Packard CEO Lew Platt said. Had Mr. Platt been talking about his sales organization, he would have pumped up the multiple. Sales teams possess a trove of valuable commercial knowledge. It’s not unusual to find reps who are fluent in […]

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