Insights & Latest Thinking


Fresh thinking and perspectives on sales, sales intelligence, revenue analytics and sustainable performance improvement.


Featured Insights

7 priorities for rebuilding
your revenue generation

Learn how to build - or rebuild, your sales

and marketing operations into a systematic, future-ready revenue production machine.

Marginal Gains
Marginal gains are force
multipliers for revenue
and profit improvement

Tiny improvements in your revenue processes can yield huge results - provided you know where and how to make them.

Magnetic Revenue Imaging with Telemetry RT3

Just like an MRI for a human body, look into the cellular biology of your revenue pipelines for insights into problems and opportunities.

More Recent Posts

Perhaps we need to be asking a different question?

If a 0.5% improvement in revenue conversion can double profitability and valuation - the same effect as reducing costs by 34% or increasing sales prices by 25%, but with nowhere near the associated risks or costs, why aren't more CEO's even thinking about it?

Organic revenue growth can be well worth the wait.

Organic growth doesn't usually get CEO's and investors too excited.  It takes time and required patience and discipline.  It mightn't be as sexy and take longer to arrive than the acquired variety, but it’s less risky, less costly and way more valuable in the end.

Why do CRM projects continue to fail so often?

CRM projects fail to deliver on their vaunted value propositions and ROI projections four times out of five.  The root causes of those failures are frighteningly simple and easily avoidable.  Why don't more organisations learn from their own and others' earlier mistakes?

Lies, damned lies ... and analytics

Are big data, sales analytics and AI really having that much of an effect on revenue performance and results?

Moneyball and revenue management
Revenue production in the age of hyper-competition 
How to make certain your CRM project fails.
Black-Light Revenue
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