The process of generating revenue

Cost reduction is generally perceived as fairly negative whereas revenue improvement is almost always positive. But many improvement projects focus on cost, rather than revenue. Why is that?

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Why happy customers aren’t enough

Over the years we’ve done a number of studies to try to help our clients find out what their customers think of them. These types of studies are often packaged under the

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Grow with your customers

Growing sales volume with existing accounts is sometimes referred to as “increasing your share of wallet,” but it’s actually not a very good description — or even objective.

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Don’t raise your price, optimize it

Pricing is the most powerful way to improve profit without the need for large-scale culture change. It is often said that a 1% improvement in price is worth a 10% improvement in productivity.

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Where are the Glengarry leads?

There are only two basic ways to increase your sales volumes: find more customers and/or sell more to existing customers. There is a little more complexity when you dig into the numbers…

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How do you clone your best salespeople?

How to improve sales performance is a challenge for most businesses. Companies try many things to improve the average selling skills of their organization. They try training programs, special incentives, head hunters, one-on-one coaching, and sophisticated CRM systems.

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Two ways to sequence a findings presentation

We’ve written frequently about the need to look at operating problems from three vantage points: the actual process of how things get done; the management system that is used to control the process; and actual management behaviors

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The fuzzy logic of planned sales growth

Sales growth comes from some very specific sources (e.g., price increases, new customers or distributors, new products or markets, increased volumes from existing customers, better retention of base customers).

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Hockey-stick forecasts

The “hockey-stick forecast” is a fairly common concept for people who deal regularly with future plans of one type or another.

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