BlogRead the Latest on Revenue Risk Management

Category Archives: Sales leadership

Is Maximizing Shareholder Value Poisonous?

If you grab your favorite marketing book and boil away process diagrams, statistics, and literary fluff, just two words will remain: create value.  Easy-sounding advice, but for most executives, it’s wicked hard. An ideal place for opportunists to step in and promote simple answers and quick remedies. Business leaders have an insatiable appetite for how-to’s […]

Read more ...

The Unfinished Business of the Internet

These days, people have reasons to keep secrets in Washington. But I have a good grapevine, and as soon I heard scuttlebutt that Vint Cerf, Google Vice President and Chief Internet Evangelist would be speaking this week in Northern Virginia, I knew I wanted to be there. Odd that in the Internet age, finding details […]

Read more ...

Wells Fargo Disinfects Its Sales Culture. Will Other Companies Follow?

I’ve never taught corporate strategy to second graders, but I sometimes think about how to approach the challenge. I’d begin by representing a company as hodgepodge of contraptions. Maybe, a school bus with feathered wings on top, a boat anchor dragging behind, and wheels of various sizes and materials randomly positioned underneath. “Pretend this is […]

Read more ...

Should Companies Stop Worshiping Sales Rock Stars?

“Can you find us a sales rep? And not just any rep. We want a rock star!” An ordinary request for something truly extraordinary. I hear it often. Lately, I began to wonder, what does this honorific mean? I searched online for sales rock star, and received a deluge of results. 23,800 of them, if […]

Read more ...

Risk Committees: An Antidote for Fraud

I have a writing problem that’s giving me fits. I’m knee-deep into fraud – that is, describing how to prevent it. Unfortunately, the subject doesn’t involve using fun, energetic words like transformative change and market domination. Instead, I must become jazzed about ideas that are antithetical in our caffeinated, exponential growth-obsessed business culture: constancy and […]

Read more ...