Blog

10 Reasons to Engage an Interim Chief Revenue Officer or Chief Sales Officer

Posted by David Wallace on November 6, 2023

Engaging an interim Chief Revenue Officer (CRO) or Chief Sales Officer (CSO) can be a strategic move for a company in various situations. Interim CROs or CSOs are experienced executives who are brought in on a temporary basis to address specific challenges or opportunities. Here are some reasons why your company might consider engaging an […]

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How Does Your Sales Team Score?

Posted by David Wallace on October 30, 2023

Some sales teams fail to deliver results that meet expectations. The root of the problem may be sales reps. Or it may be leadership … or training … or tools … or your sales process. Often, business leaders have difficulty putting a finger on the cause of their problem. We can help. Wallace Management Group’s […]

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Are you taking this 2-step approach to find and engage customers?

Posted by David Wallace on October 24, 2023

Customers have taken charge of the buying process. Prior to engaging with a sales rep, many customers gather a great deal of information via their own research. When they’re ready to move forward, they’ll reach out to your sales team via a call, email or, often, interaction with your company’s website. Here’s how to make […]

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He’s Baaaack!

Posted by David Wallace on October 17, 2023

After two years as a partner in TechCXO’s Revenue Growth practice, I’m back to leading Wallace Management Group. I founded this company in 2006 to work with small- and medium-sized companies that experienced robust growth early but have seen their sales growth slow as their business matured. We help clients recognize that “what got you […]

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4 Effective Year-end Sales Push Tactics

Posted by David Wallace on November 29, 2022

We are in the final weeks of 2022 and some sales teams need to close more deals before year end to make quota. The big question is “What can I do in the last few weeks of the year to close more sales?” Here are four year-end sales tactics. Work your best opportunities and best […]

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Change How You Sell to Drive More Revenue

Posted by David Wallace on September 13, 2022

Over the last 20 years,  technology and the internet have changed how buyers buy. Rather than relying primarily on vendors’ sales reps for information about problems and solutions, products and features and how to get what they need to run their business, buyers have taken ownership of the process to manage their own time, do […]

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5 Reasons Why You Should Engage On-Demand Executives from TechCXO

Posted by David Wallace on July 12, 2022

On-demand executives have become more accepted in the marketplace. Even before Covid introduced fundamental changes to how we do business, companies were looking for efficient ways to access the expertise they need to grow their business when, and only when, they need it. Here are five reasons why you should engage on-demand executives from TechCXO. […]

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Process vs Initiative

Posted by David Wallace on June 9, 2022

Many clients I work with have developed processes to work efficiently and consistently. They have defined steps to ensure that work is done correctly and completely without missing any critical components. Work processes have been in place for centuries back to the when hunting groups learned to make spears and fishing nets. As products increase […]

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Printed Circuit BoardThe 3 Ps to Successfully Manage Your Business

Posted by David Wallace on May 31, 2022

You need the three Ps to successfully manage your business – plans, people and process. These are complemented by metrics and results. Plans Plans are your roadmap to achieve the goals you have set for your business. Without plans, your goals simply become dreams that are unlikely to be realized. There are two types of […]

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8 Parts of an Effective Lead Generation Program

Posted by David Wallace on May 17, 2022

An effective lead generation program has eight parts – planning, target, message, roles and responsibilities, communication vehicles, metrics, qualification and follow up. Planning Before implementing a lead generation program, first create your plan. Your lead gen plan identifies: Who you will contact. The “who” is your target audience. This includes how to get lists of […]

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