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Howard Highsmith, CMC Emeritus
Architect of Key Future Indicator Analytics (KFIs)

Listed document(s): 6

Howard Highsmith, CMC Emeritus, "The Greyfox," is a seasoned Sales Executive and Management Consultant with several decades of Sales Management experience, achieving "breakout sales" consistently. He is the founder and principal mentor advisor of Greyfox Associates, where he serves CEOs of SMBs who are not satisfied with the quality of information they are receiving relative to revenue results vs. goal attainment.

Howard has extensive frontline marketing and sales management experience devising and executing strategies that have resulted in significant top-line revenue growth in the technology industry sector.

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Breakout Sales Growth Methodology
95-slide PowerPoint deck. Producing aggressive sales growth in an ever changing and increasingly complex sales environment has challenges that can certainly keep one up at night. I know, I didn't get my nickname The Greyfox--i.e. early grey hair for nothing! [read more]

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Executing Explosive Revenue Growth (EERG)
35-slide PowerPoint deck. This framework, Executing Explosive Revenue Growth (EERG), presents an approach to executing a high growth revenue strategy through analytics. Complexity has become the universal outcome of change. For example; on average, 50% [read more]

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DARE (Delivering Against Revenue Expectation) Sales Model
36-slide PowerPoint deck and supporting ZIP. Welcome to DARE (Delivering Against Revenue Expectation). DARE represents tested, out-of-the-box thinking and a model for managing sales activity, creating competitive advantage, and improving Win-Rate in a complex sales [read more]

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Why Quotas Are a Poor Choice (for Sales and Goal Attainment)
31-slide PowerPoint deck. Why Quotas Are a Poor Choice for Driving Sales & Managing Goal Attainment is a presentation devoted to executing a revenue generation strategy that both achieves and sustains revenue goals. This is accomplished by changing the way sales [read more]

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Why Salespeople Fail
25-page Word document and supporting PDF. It is widely reported the cost of onboarding a field salesperson is $250,000. Depending on tenure and more, in the end, a company can face expenses more than $840,000. This include hiring fees, overall compensation, severance pay, the [read more]

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"Sustaining" Sales Growth
38-slide PowerPoint deck. "SINCE WHEN has it become acceptable that organizations operating in complex sales environments would consistently lose more of their revenue opportunities than they actually won? And worse -- they would do little-to-nothing about [read more]

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