What Senior Executives of Growth-Stage Companies and Their Investors Need to Know. A phenomenon many companies experience during their growth lifecycles is that of reaching revenue plateaus, past which point, incremental growth is markedly more difficult. This may occur because of addressable market, product or production, or geographic constraints, among other reasons. The ability to surmount these obstacles is what differentiates companies that continue on to long-term succ

What Senior Executives of Growth-Stage Companies and Their Investors Need to Know. A phenomenon many companies experience during their growth lifecycles is that of reaching revenue plateaus, past which point, incremental growth is markedly more difficult. This may occur because of addressable market, product or production, or geographic constraints, among other reasons. The ability to surmount these obstacles is what differentiates companies that continue on to long-term succ

5 Fundamentals for Improving Win-Rates and Narrowing the Gap between Forecast and Results. In the first four parts of this five-part series, we discussed the importance of having a sound, basic sales process that is uniformly applied, and in particular, we explored how to define Sales Stages, how to establish a flexible framework of recommended Sales Activities for each sales stage, and how and why to use Stage Gates. We also talked about Probability of Close, and how and why

5 Fundamentals for Improving Win-Rates and Narrowing the Gap between Forecast and Results. In the initial three parts of this five-part series, we discussed the importance of having a sound, basic sales process that is uniformly applied, and in particular, we explored how to define Sales Stages, how to establish a flexible framework of recommended Sales Activities for each sales stage, and how and why to use Stage Gates. In this fourth installment, we will continue our discus

5 Fundamentals for Improving Win-Rates and Narrowing the Gap between Forecast and Results. In the first two parts of this series, we talked about the importance, to companies of every size and stage of growth, of having a unified end-to-end sales process that begins with demand generation, and continues in a coordinated, consistent way through deal pursuits, pipeline management and forecasting, cross-sell / up-sell / renewals, and beyond, and we also explored the notion of de

5 Fundamentals for Improving Win-Rates and Narrowing the Gap between Forecast and Results. In the first part of this series, we talked about the importance, to companies of every size and stage of growth, of having a unified end-to-end sales process that begins with demand generation, and continues in a coordinated, consistent way through deal pursuits, pipeline management and forecasting, cross-sell / up-sell / renewals, and beyond. In this second installment of our five-par

5 Fundamentals for Improving Win-Rates and Narrowing the Gap between Forecast and Results. A common challenge we see in early and growth-stage companies is that they often do not have a well-defined sales process. Perhaps, not any formal sales process, at all. Do they still manage to sell? Sure, they do, to a degree. But do they sell as much as they could, as quickly as they could? Not at all. And are they able to effectively manage their opportunity pipelines and forecast re