Blog


May

16

2014
Highlights of Latest Vistage CEO Confidence Index

Highlights of Latest Vistage CEO Confidence Index

Contributed by Pamela Wasley, CEO. According to the latest Vistage CEO Confidence Index survey, CEOs remain optimistic going into 2014. The last six months constitutes the highest level of optimism in three years. Revenues are up, cost cutting measures have increased profitability leaving a substantial amount of cash on balance sheets, and 74% expect their revenues to increase over the next 12 months. And interesting...

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May

07

2014

Must the Next Key Executive you Hire be from Your Industry?

Contributed by: Kristen McAlister, President. Over the past few years, companies have become accustomed to handcrafting lists of requirements for the executives they are looking for. From background to skill sets to types of companies they have worked for in the past to “They must be from my industry.” We are seeing the executive market get busy and less talent is available leading a company...

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May

01

2014

Learn How the YMCA Brand is ‘Becoming More’ to Customers and Employees

Contributed by Marc Koehler. I was walking into the local Y and saw the following banner hanging above the entrance. If you asked most people what comes to mind when they hear the four YMCA letters, they would probably say: My kids take swimming lessons there…My kids go to after school programs there…We attend their camps there….I workout there (we would also think it is...

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Apr

09

2014

Merger and Acquisition Success: People Count More than Numbers

Contributed by Ed Johnson. There are lots of good reasons for one company to merge with or acquire another. Maybe it is to expand a product line or add new technology. Perhaps it is to add customers or establish a new market presence or channels of distribution. Possibly to lower costs and achieve economies of scale. Or perhaps just a simple “roll-up” of smaller units...

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Mar

31

2014

Transitioning from Selling to Marketing

Contributed by Robert M. Donnelly. Every business starts with a solution to a problem by an entrepreneur. Entrepreneurs by nature are great salesman as they are selling their solution with a passion. The Evolution of Growing Firms However, there comes a time in the evolution of every company when they have to transition from selling to marketing. Selling is asking for the order, while marketing is...

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Mar

20

2014

Is Your Company Buying for the Wrong Reasons?

Contributed by Jack Quarles Leo Tolstoy famously started his novel Anna Karenina by writing: “All happy families are alike, but every unhappy family is unhappy in its own way.” Strong opener, huh? The sentence was later adopted to describe situations where success depended on multiple factors, all of which had to go right. Let me twist that into another version: there are lots of BAD...

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Mar

20

2014

Shadow IT Department and Selling to the Enterprise

Contributed by Phil Morettini If you’ve ever worked in a large corporation or been in the enterprise software or hardware business for any length of time, you’re familiar with the frustrations expressed by AND about the IT department. The IT department is typically the scorn of many folks who rely on them for the systems and support which allow them to do their jobs. Let’s...

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Mar

05

2014

It’s Time to Recalibrate Your Company’s View of the Workforce

Contributed by Pamela Wasley, CEO A key role for a CEO is to study industry, economic and geopolitical trends in order to prepare their company for the expected impact. I follow trends in human capital very closely because they have a profound influence on every business with employees. I want to share my most recent insights so you can adjust your staffing strategies and tactics...

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Mar

04

2014

Reaching our Sales Goal – Is it a Roll of the Dice?

Contributed by David Shaffer We enter each year with renewed optimism that our projected revenue opportunities will come to fruition. For many companies, the projected allocations of direct expenses are linked to revenue and built on the assumption the revenue will be reached. When sales fall short of expectation, particularly for those companies that have budgeted and incurred expenses based upon projections, the impact on...

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Feb

28

2014

How Much Training Should Marketing and Sales Receive? A Twisted Answer.

Contributed by Charles Besondy According to the findings from the 2013 Sales and Marketing Alignment Study* training for marketers and sales people must reach a certain critical mass and have the right focus before there is an uptick in revenue performance. Let’s look more closely because there are some surprising and counter-intuitive findings in the data. The study, conducted in late 2013 and reported in...

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