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The New School of Demand Generation

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Based on conversations with clients I find many do not measure the number of new customers activated on an annual basis. To be sure, managing your existing customer base is important, but churn is a fact of life, so we must always develop new business.

This article outlines an important form of demand generation — the sales continuum and how your sales team can actively work new opportunities to win the coveted new account.
The sales continuum is important both from a sales execution and marketing standpoint. In sales execution, sales producers know precisely where their new business opportunities reside … Read the rest

The High Cost of Lackluster Leadership

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Maximizing human capital through vision casting and resource alignment

Throughout my career I have had the opportunity to work with all types of organizations, both for profit and non-profit, and noticed a common theme of poor leadership. Specifically, I have found that few organizations communicate or illustrate a vision for their employees and constituent groups. Even fewer have identified those strategic initiatives that will bridge where they are today with their vision or desired future state. And even fewer have a plan to properly resource those initiatives to transform their organizations.

I don’t for a second believe that poor leadership … Read the rest