From the desk of Alex MacKay
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.
Mar 12, 2015 by Alex MacKay
I was asked this question and my first reaction was…that’s pretty simple.
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.
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.)
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!
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?
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?”
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.