1. A framework and methodology for effectively managing aggressive sales growth.
2. A pipeline management system that takes most of the guesswork out of forecasting near term revenue.
3. A system using analytics to create competitive advantage

DOCUMENT DESCRIPTION

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!

My approach to creating an aggressive growth strategy is based on four principles:
I. Be Best-in-Class.
II. Carefully match the best people for the job, especially the Hunters and to a lesser degree, the Farmers.
III. Establish shared accountability for producing results.
IV. Build a process-based framework model that will sustain sales results and growth year over year and manage it closely.

So, if you're going to go to the trouble of transforming the ways you're currently approaching the market, sustaining sales results ought to be the endgame.

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