Tuesday, September 30th, 2025
Five key questions a CEO should ask the sales leader/department to optimise revenue performance
+
Monday, September 29th, 2025
Five ways for B2B companies to support growth in an uncertain world
Geopolitical events and the macroeconomic environment have combined to make the global operating environment significantly trickier recently, which means B2B companies face notable pressures as they seek to adapt and grow. However, companies can “accelerate toward above-market growth” using five “acceleration levers”, according to strategic consultants McKinsey. McKinsey describes these actions as “practical, highimpact approaches that drive measurable results, particularly…
Tuesday, September 5th, 2023
Transform for the future
Anticipating the future puts you ahead of the game. Here is an innovative guide to driving change. Part I: We couldn’t possibly do that! How the “future readiness movement” began. It was the midst of the pandemic, and it was my first team meeting as I embarked in my new role as the Chief Operating Officer for SAP Asia Pacific…
Monday, September 4th, 2023
Sales, media and marketing need three years to prepare for AI
A survey of 600 UK human resources managers and directors working in sales, media and marketing conducted in May 2023 indicates they will need three years to be ready for the impact of AI on the workplace. However, all of them believe it will deliver benefits. Fewer than one in five (18%) said they would be fully prepared for the…
Monday, September 4th, 2023
Hybrid sales model can boost SaaS companies
Product-led growth seeks to place the product at the epicentre of customer acquisition, retention, and expansion to achieve “lower sales costs, greater product virality, and higher net retention”. As such, the product itself plays a critical role in acquiring, growing, and retaining customers. This approach has traditionally been seen as a more effective way to engage SME businesses, while a…
Wednesday, July 5th, 2023
A third of CROs to establish GenAI ops team within two years
Some 35% of chief revenue officers (CROs) will establish a generative AI operations team within their go-to market (GTM) organization by 2025, according to a June statement from Gartner. The focus on generative AI will democratize, accelerate and enable the production of buyer-centric messaging and content, the technology research and consulting firm claims. “There is a great burden on sellers…
Tuesday, February 14th, 2023
Quarterly forecasting or healthy pipeline?
Sales operations are having a golden era. Organizations that understand this will come out winners in the years to come. Right idea wrong time? Are sales leaders ready for what sales operations gurus can deliver? In my entrepreneurial business career, I have learnt the importance of timing – quite frequently making the right decisions at the wrong time. One example,…
