Adapting Your Business Model to Maximize Value with Mark Stach
Mark Stach, Chief Services Officer from ESG SaaS-provider Sphera, shares when, why, and how firms should change their business models to maximize value for clients and the firm.
Determining and Driving a Firm’s Core Value-A Turnaround Expert’s View
Jeff Hyland from turnaround expert, CR3, tells us how CR3 determines a firm’s core value and why inertia is the greatest threat to long-term value creation for both healthy and at-risk firms.
Creating and Realizing Value in the AEC Industry
Steve Gido from ROG Partners, a leading valuation firm, talks about macro and micro trends impacting the creation and realization of value in the AEC industry.
The Investor’s Perspective on Value
Michelle Swan joins us to talk about the objective and subjective value drivers that her growth-equity firm, Tercera, uses to evaluate firms. We learn that value is often in the eye of the beholder.
The Importance of Creating a Valuable Firm
We pivot to our new series, Creating a more valuable firm. In this episode, we talk about the definition of value and the value-creating levers leaders can pull to systematically enhance their firms.
Moving Beyond Just a List: Developing a Strategic Key Account Program
Brian Caffarelli from Hewitt joins us again to share how to select key accounts, align your firm, and begin pursuing your ideal targets.
Is the Unified Commercial Engine Organizational Structure Right for Professional Services Firms?
The Unified Commercial Engine used by Smart Technologies is an intuitive and innovative approach to organizing the sales and marketing function. We discuss the pros and cons of using it in professional services firms.
Moving from a Reactive to Proactive Sales Strategy
Whether selling candy bars or complex B2B solutions, you need a sales plan. Jeff Bishop shares how to set your sales strategy in motion with actionable sales planning guidance.
Blowing Up Sales and Marketing with the Unified Commercial Engine
What would happen if you blew up sales and marketing altogether? As it turns out, Jenna Pipchuk and Jeff Lowe of Smart Technologies did just that. And amazing things started to happen.
Applying Conversational Intelligence with Revenue.io CEO, Howard Brown
Conversational Intelligence is the “game tape” for high-performance salespeople. Learn from industry leader, Revenue.io’s CEO, Howard Brown how to apply this game-changing technology to your revenue generation efforts.