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DecisionLink Blog
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DecisionLink Blog

The Increased Focus on Value Management – and ROI – by Leading CROs in 2021

By DecisionLink | Dec 16, 2020 | 0 Comments
year of value graphic

Since the early 2000s, there has been an interesting trend, especially in the technology industry, to install a Chief Revenue Office instead of a CSO. It started off as a large, but by no means exclusively, Silicon Valley trend and focused on SaaS providers. Most SaaS start-ups were led by CEOs with product and engineering … Read More

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DecisionLink and Challenger Partner to Quantify the Cost of ‘No Decision’ for CSOs

By DecisionLink | Dec 15, 2020 | 0 Comments

How the company behind The Challenger Sale uses DecisionLink tools to take control of their own customer conversations. Win/Loss analysis is a great way for a Chief Sales Officer to understand where barriers to growth might be hidden. But progressive CSOs are starting to pay closer attention to one type of loss in particular – … Read More

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Scaling Value to Grow Customer Lifetime Value

By DecisionLink | Dec 9, 2020 | 0 Comments
two men talking about customer lifetime value

By Joanne Moretti and Mike Maxey For our combined 45+ years in sales and marketing, the focus of sales leadership has consistently been firmly planted in the front end of client engagement, i.e., customer acquisition. The majority of investments we made were on customer intelligence tools, lists, lead generation tools and channels, marketing automation tools, … Read More

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The 80/20 Rule in Sales Persists

By DecisionLink | Nov 19, 2020 | 0 Comments
year of value graphic

Those of us who have been researching, advising on, managing B2B sales for many years know this statistic almost as a constant – the 80/20 rule. The rule quite simply states: 20% of the sales team brings in 80% of the company’s business, the rest will struggle to meet their quotas. In a recent study, … Read More

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“Are we there yet?”

By DecisionLink | Nov 11, 2020 | 0 Comments
woman learning about value management

By David Brock David Brock is the Author of “Sales Manager Survival Guide,” CEO of Partners in EXCELLENCE and is a ruthless pragmatist. View David’s original post and read more of his work on his blog, Partners in EXCELLENCE, here. —- Recently, I was on a road trip. I knew where I needed to end … Read More

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The Chief Revenue Officer in 2021 and the Pendulum Swing

By Joanne Moretti | Oct 13, 2020 | 0 Comments
year of value graphic

As a former Chief Revenue Officer, with responsibilities for the Canadian subsidiary of CA technologies, I had oversight over all go-to-market activities; specifically these included: field marketing, sales (including all indirect channels) and customer relationship management, with a dotted line reporting coming in from professional services.  My primary goals always centred around three key pillars, … Read More

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In Memory of Jake Berryhill, From His Friends and Colleagues

By DecisionLink | Oct 12, 2020 | 0 Comments

There are not enough words to express the loss and sadness we feel over the death of our dear friend and colleague, Jake Berryhill. The news of his passing changed each of our lives and the hole his death leaves in our hearts is insurmountable. As we reflect on the precious time that we were … Read More

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Don’t Get Distracted by What You Sell!

By DecisionLink | Sep 21, 2020 | 0 Comments

By David Brock David Brock is the Author of “Sales Manager Survival Guide,” CEO of Partners in EXCELLENCE and is a ruthless pragmatist. View David’s original post and read more of his work on his blog, Partners in EXCELLENCE, here. —— I was having a conversation with a very good salesperson. We were speaking about … Read More

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Your Value Proposition Must Be More Valuable Now!

By DecisionLink | Aug 27, 2020 | 0 Comments

David Brock David Brock is the Author of “Sales Manager Survival Guide,” CEO of Partners in EXCELLENCE and is a ruthless pragmatist. View David’s original post and read more of his work on his blog, Partners in EXCELLENCE, here. —- Creating value with our customers has never been more important than it is now. Our … Read More

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Do you Have Blind Spots in Your Renewal Strategy?

By DecisionLink | Aug 25, 2020 | 0 Comments

By Peter O’Neill, Independent B2B Marketing Analyst This new decade will see a dramatic increase in the deployment of Customer Success programs. Success – not Service – meaning businesses being proactive about their customers’ projects, as opposed to being merely reactive to customers with problems, like submitting support tickets, sending emails, or complaining on social … Read More

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