Strategic Transformation

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From the desk of Alex MacKay

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How important is leadership for revenue generation?

May 6, 2015 by Alex MacKay

Revenue is the number one driving force of all organizations. And the 'Leadership' of the organization is the root cause of its success. Most seem to think its the quality of the market or the depth of products/services and while good leaders pay attention to such serious items, in the end result – it’s leadership. (More…)


What is branding

Mar 12, 2015 by Alex MacKay

I was asked this question and my first reaction was…that’s pretty simple. (more…)


Sales and marketing assessment

Jan 16, 2015 by Alex MacKay

Building a high performance team and setting up an operation for sustainable and profitable revenue growth is something all CEOs want for their organization. Like so many initiatives it starts with understanding where you are, where you need to get to, and how you’re going to get there. (more…)


How much to spend on lead generation

Dec 15, 2014 by Alex MacKay

This is a common question and in many ways, to me, is only part of a bigger challenge. To determine how much to spend on lead generation really should be part of determining how much to spend on each aspect of marketing (which ultimately needs to be aligned directly with the spend on sales and business development.) (more…)


Social networking / media and revenue alignment

Nov 12, 2014 by Alex MacKay

One of the most common topics I hear Executives discussing these days: “What about all of this Social Media and Social Networking stuff; What do we do about it?” The question varies of course, but its all about the same topic = the power of the social network! (more…)


Calling on C-levels: Comfort zone - yes or no?

Oct 15, 2014 by Alex MacKay

It’s one of the best qualifications of any senior level sales person/manager/executive = how capable are you calling on C-level executives? (more…)


What is the ‘one’ thing for Revenue Health?

Sept 16, 2014 by Alex MacKay

I was recently asked a really interesting question from a prospective client and I’m sure it was her most serious 'test me' question. Here it is: “What do you believe is the most effective 'one' thing to ensure healthy revenue generation?” (more…)


What is a Chief Revenue Officer?

Aug 15, 2014 by Alex MacKay

The role Chief Revenue Officer (CRO) is a fairly new function that we are now seeing being used in organizations who recognize the strategic importance of profitable or healthy revenue growth. It’s a direct acknowledgement that growth as a target on its own often leads companies to taking on business that they should not be doing. The obsession with growth is everywhere and too often organizations have compensation plans and cultural environments (including egos!) that mandate that growth is what matters most. The reality is that growth almost always matters only when its combined with a predefined logical profit.(more…)


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6 step guide to incredible value propositions

Feb 12, 2013 by Alex MacKay

Here would be the steps to get a value proposition built:

  1. Market intelligence: build a heat map of where the need exists compared to your core competence
  2. Segment the market and prioritize
  3. Align product management
  4. Define the value proposition = stated in your customers language, not your product!
  5. Communicate it…a lot
  6. When you brand it, make the value proposition emotionally appealing (ex. ‘sleep at night’)
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