Alliance Perspectives
The implicit understanding among Alliance members is that, in exchange for their willingness to share their own experience and knowledge, they gain access to the extraordinary collective wisdom of the Alliance community of CEOs. Our members do amazing things and here we've collected some of their lessons learned to preserve and highlight the wealth of knowledge in our membership. Alliance Founder & CEO, Paul Witkay, also shares his perspectives on topics such as leadership, strategy and innovation.
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Sales - Search Results (16)
Going ‘Live’ - Running a Business in Real-Time
October 03, 2018
With the increasing speed at which technology is fueling change, running a real-time business can be a huge difference maker. But as Alliance members Chris Beall of ConnectAndSell, Victor Chapela of Suggestic, Yvonne Linney of Transcriptic, Dennis O’Malley of Caliva, Rodney Pearlman of the Bluefield Project and Jack Peurach of Ekso Bionics can attest, theory and practice are two different things. One thing is certain, running a business in real-time can lead to incredible breakthroughs and achievements, but it also comes with a heavy set of challenges.
Read MoreCase categories include: Leadership Operations Sales Strategy & Planning Technology Trends
Preparing for the Next Wave in Data Privacy
June 01, 2018
Alliance members Ian Cohen of Experian Consumer Services, Himanshu Dwivedi of Data Theorem, Ted Elliott of Jobscience, Ju-kay Kwek of Switchboard Software, Ersin Uzun of Palo Alto Research Center (PARC), and Christy Wyatt of Dtex Systems, discuss the sweeping new Data Privacy and GDPR rules taking effect, and how organizations should reconsider the ‘what, where and why’ behind their data practices.
Read MoreCase categories include: Finance Human Resources International Business Marketing Operations Sales Strategy & Planning Technology Trends
Sid Nandi
Stop (Frequently) and Think About the Big Picture
September 27, 2016
With so many demands on their time, CEOs often struggle to take pause and give unfettered thought to the long-term plan. In a recent Alliance meeting, the gathered CEOs were inspired by the approach of Alliance member Sid Nandi, Founder & CEO of TeqTron. This case study focuses on his successful steps to set aside time, think about goals, plan for the long-term, and keep on track for success, all while maintaining transparency and accountability to his greatest assets – his employees.
Read MoreCase categories include: Entrepreneurship Executive Development Leadership Marketing Operations Sales Strategy & Planning Technology
Rick Martig
How Much Should you Risk for Growth?
January 23, 2013
Before you lay down a significant bet, spend time and effort on assessing market predictability, execution competency and your team’s forecasting acumen. Then make the decision about your spending velocity and the level of risk that is prudent.
Read MoreCase categories include: Entrepreneurship Finance Leadership Sales Strategy & Planning
Bob Klotz
Get In Their Faces!
October 10, 2007
Summary: Face-to-face prospecting creates strong and profitable business relationships. Without cold-calling skills, a CEO forms strong client bonds by using persistence, discipline and focus. The advantages of this technique are examined and explained.
Read MoreCase categories include: Sales
Bob Brown
Selling through Education
June 23, 2007
If your prospects don't understand your value proposition, educate them. The company developed conferences to reinforce its solutions and position itself as a knowledge leader, which leads to higher sales. Learn the keys to creating a great educational setting.
Read MoreCase categories include: Marketing Operations Sales
Dave Kearney
Closing the Feedback Loop
February 10, 2007
Customer feedback is an important part of every successful company. After scaling up his business, a CEO struggles with his company's feedback system before closing the loop and improving response rates. Effective processes for handling feedback are examined.
Read MoreCase categories include: Leadership Operations Sales
Ryan McGredy
From Service to Process to Product
October 21, 2006
Sometimes we sell more than a product or service. By learning his clients' businesses and modifying his own company's offerings, the CEO creates more value for everybody.
Read MoreCase categories include: Marketing Sales Strategy & Planning
Alan Huttman
Re-Framing Price Increases Leads to Stepped-Up Profits
June 12, 2006
A CEO in an old-line, low-margin business finds a way to re-frame his pricing model to get his team and his customers to accept it. He modified his sales incentive package to better target the results he was looking for.
Read MoreCase categories include: Leadership Sales
Lou Parrague
The Need for Speed
May 10, 2006
Quick decisive action enables the firm to grab a nice piece of business before anybody else has the chance to compete. The speed at which your business and your team move is a critical element of competition, today more than ever. What does it take to make speed a competitive edge?
Read MoreCase categories include: Operations Sales
Jeff Rodek
Every Business Needs a Common Enemy
February 28, 2006
Identifying a competitor or two as an "enemy" to beat is a powerful leadership tool that CEOs should use to galvanize business improvement at every level.
Read MoreCase categories include: Leadership Operations Sales
Karl Hansen
Growing through Referrals
February 23, 2006
Referrals are the least expensive way to bring in new business. An employee benefits company amazes their clients with incredible service, and for the past 18 years grows only through referrals, diverting all its marketing spending into operations.
Read MoreCase categories include: Operations Sales
Patricia Rougeau
Selling on Benefits
February 06, 2006
A software firm was hurting its sales by telling every prospect about all the features of its powerful software. Instead, they now ask questions first to understand their prospect, then present only the aspects of the software that solve the client's problem.
Read MoreCase categories include: Sales
Lori Bonn
From Brand to Icon
June 21, 2005
Most decisions in our world stem from emotion. Jewelry firm Lori Bonn Design turned its founder into a public personality - an icon, as part of its branding strategy and as a result, hit it big on TV. Take branding to the next level.
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Not all Clients are for You
June 09, 2005
Summary: A new architectural firm discovers that some clients just aren't for them, and don't contribute to profits. Based on their strategic objectives, they develop of prospect profiling system to avoid likely problem clients and focus on business that is most useful for growing the firm.
Read MoreCase categories include: Marketing Operations Sales
Gene Miller
Face to Face with Your Important Clients & Customers
June 06, 2005
It's easy for to get wrapped up in all sorts of organizational issues and drift apart from our clients and customers. This story highlights how Gene Miller, Chairman and CEO of a major law firm, invests time with his key clients, and the benefits to all CEOs if they do likewise.
Read MoreCase categories include: Leadership Sales
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