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When the CMO Is the CEO Successor

Never has the CMO role been in such a position of influence and authority of a company. Most organizations are willing to invest in Marketing and in desperate need of a capable leader, however with the average tenure of a CMO falling by more than 20% in the last 5 years, it’s obvious the traditional CMO will not survive.

In 2005 nearly 50% of Fortune 500 companies had a Chief Operating Officer (COO). In 2015 less than 35% had a COO. Why does this matter to you?

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Top Grading Your Sales Talent Should Be a Quarterly Exercise

If you are like most HR leaders, you rely on annual reviews to assess Sales team performance. In the ever-evolving talent landscape, yearly reviews are not frequent enough. Are you still reviewing sales rep talent and performance on an annual basis? Stop what you are doing and read this article.

How Often Should Sales Talent Be Assessed? The Answer: Quarterly 

Talent should be assessed every quarter to ensure A-players are developed and C-players are removed quickly. Nothing is more toxic to revenue growth than a complacent sales team. To keep sales people motivated excellent performance should be recognized and rewarded often.

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How Can the Discipline of Pricing Drive Improvement for Business Services?

Pricing discipline is critical to sustainable, profitable growth and needs to be managed in a consistent manner.

Business service firms can make significant gains if they have pricing discipline, unfortunately most do not.  In fact, 30% of companies reduce pricing by 10-24%.  This variance in pricing leads to poor sales behaviors, customers who expect discounts and most importantly lower profits.

Pricing discipline is critical to sustainable, profitable growth and needs to be managed in a consistent manner.  Discipline should not lax as the month ends, quarters close and fiscal year comes to an end.

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