Strategic planning is crucial to your organization’s success. Through the planning process, you set a clear direction, align efforts, and enable efficient resource allocation to achieve long-term goals. Here are a few reasons why strategic planning is important: Direction and Focus: Strategic planning provides a roadmap for your organization, outlining purpose, mission, vision, and values. […]
Read MorePlanning
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 […]
Read More5 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. […]
Read MoreThe 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 […]
Read More8 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 […]
Read MoreWithout a Plan, You’re Going Nowhere Fast!
Posted by David Wallace on February 8, 2022
A territory plan is an essential sales management tool. Without one, a sales goal is just a number. Without a territory plan, your sales reps will not know what it takes to meet their goals. And you will have no assurance they can get there. You’ll be flying blind. February is the time to conduct […]
Read More5 Considerations When Selling in Today’s World
Posted by David Wallace on January 4, 2022
Long gone are the days of selling via drop-in cold calls, extended lunches, and afternoons of golf. They’ve been replaced with social media campaigns, text messages and Zoom calls. Selling today requires planning and discipline. Five considerations must go into your sales call planning efforts today. Pull and push marketing – Use a combination of […]
Read MoreDo Your Sales Reps Have a Sales Strategy?
Posted by David Wallace on August 10, 2021
Your company’s sales strategy is complete. You’ve identified the market segments and the types of companies you want to reach. You know what offerings you want to sell. You’ve got a clear message. All your sales tools and marketing programs are in place. You’re ready to go. But what about your sales reps? Without them […]
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