3 Ways to Uncover Sales Growth by Understanding ‘Market Potential’
Sales resource optimization programs should be part of every CEO’s toolkit.
Sales resource optimization programs should be part of every CEO’s toolkit.
The most talked-about IPO recently has been Danny Meyer’s Shake Shack (SHAK), opening at $21 a share before doubling. The offering has put one of New York’s most successful restaurateurs, until now best known for high-end brands such as Grammercy Tavern and Union Square Café, into the national spotlight at a time when well-known brands like McDonald’s seem uncertain.
As market leaders, we’re well aware that in today’s fast-changing business world, it’s no longer a question of if disruption will hit our industry, but rather when.
Once upon a time, QVC—and other television-shopping networks—catered, seemingly, to the couch potatoes of America. Its broadcasts extolled the benefits of food choppers, cubic zirconia jewelry and the like, employing a talk-show format to entice viewers to dial in to join the conversation—and to make a purchase.
Recently, the owner of a New York hotel decided to fine wedding couples $500 of their deposit funds for each negative review posted online by any of their guests. The policy produced a firestorm of complaints and nearly 700 reviews eviscerating the hotel. The bad press only spread from there.
Only the CEO can bring about a unified view of the customer. Therefore, the CEO must serve as the advocate to ensure ongoing company-wide customer intimacy efforts.
CEOs are not only responsible for guiding their organization in planning for the future, but also in anticipating it. I spend a great deal of my time helping business leaders to see the future in the larger market context beyond just their own industry. Here’s what I believe the next five years will look like in the world of selling.
Marketing is dysfunctional at a lot of companies. And in spite of the widely adopted refrain about breaking down silos between practices, silos are still the order of the day. In particular, only 22% of mid-market marketing executives are confident in their ability to align campaigns across channels.
B2B companies have typically operated in relationship-based models with customers offline. However, more are moving toward offering online purchasing. To build a solid presence in this new environment, B2B companies can learn a great deal from their B2C counterparts.
There’s a bigger desire than ever by CEOs of non-American companies to establish a foothold—and more—in the U.S. market.
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1:00 - 5:00 pm
Over 70% of Executives Surveyed Agree: Many Strategic Planning Efforts Lack Systematic Approach Tips for Enhancing Your Strategic Planning Process
Executives expressed frustration with their current strategic planning process. Issues include:
Steve Rutan and Denise Harrison have put together an afternoon workshop that will provide the tools you need to address these concerns. They have worked with hundreds of executives to develop a systematic approach that will enable your team to make better decisions during strategic planning. Steve and Denise will walk you through exercises for prioritizing your lists and steps that will reset and reinvigorate your process. This will be a hands-on workshop that will enable you to think about your business as you use the tools that are being presented. If you are ready for a Strategic Planning tune-up, select this workshop in your registration form. The additional fee of $695 will be added to your total.
2:00 - 5:00 pm
Female leaders face the same issues all leaders do, but they often face additional challenges too. In this peer session, we will facilitate a discussion of best practices and how to overcome common barriers to help women leaders be more effective within and outside their organizations.
Limited space available.
10:30 - 5:00 pm
General’s Retreat at Hermitage Golf Course
Sponsored by UBS
General’s Retreat, built in 1986 with architect Gary Roger Baird, has been voted the “Best Golf Course in Nashville” and is a “must play” when visiting the Nashville, Tennessee area. With the beautiful setting along the Cumberland River, golfers of all capabilities will thoroughly enjoy the golf, scenery and hospitality.
The golf outing fee includes transportation to and from the hotel, greens/cart fees, use of practice facilities, and boxed lunch. The bus will leave the hotel at 10:30 am for a noon shotgun start and return to the hotel after the cocktail reception following the completion of the round.