Jeff Thull

1 POSTS 0 COMMENTS
Jeff Thull is the President and CEO of Prime Resource Group, Inc. He is a strategist for executive teams of major companies worldwide. His company focuses on the strategy, process and execution of complex sales.

Is Value Leakage Sabotaging the Execution of Your Strategy?

The senior executives of Shell Global Solutions felt that they were experiencing extreme value leakage. They had 52 groups involved in developing and delivering 850 discrete products and services. One-hundred-and-ten account managers were delivering $150 million in revenue. By their estimates, it should have been a billion-dollar business. Four years later, after stopping the value leakage, they were at $750 million in revenue despite reducing their salesforce by 60%, down to 42 account managers. The average sale had increased a phenomenal 800%.
- Advertisement -
- Advertisement -

FEATURED CONTENT

New Poll: CEOs Find Challenges In Using Customer Data To Drive Innovation

Ability to harness and sort through data for meaningful insights remains a hurdle, many say. “The key is...finding what is actually relevant.”

SUBSCRIBE TO CHIEF EXECUTIVE

Sign Up to Receive Chief Executive Magazine

Chief Executive’s publications are designed to help CEOs do their jobs better and run their businesses more effectively. Subscribe here.

CEO CONFIDENCE INDEX

In Poll, Majority of CEOs Say Hybrid Work Is Here to Stay for 2022. Full Virtual? Not so Much

Almost all the CEOs we surveyed in May say they will work in at least partially hybrid mode for the rest of the year—versus just 7 percent who said they'd be fully remote.