September 18, 2018 | Dr. Stephen Timme
The Great Enabler: Supply Chain Management
In the past, supply chain management (SCM) was viewed as a method for slashing logistics costs while relentlessly optimizing inventory. Today, SCM is viewed as a critical enabler of enhancing financial performance.
September 11, 2018 | Becca Sundal
The Millennial Impact on Your Sales Organization
The generational divide in your sales team has likely never felt as wide as it does today. Your seasoned baby boomers — now ages 54 to 72 — are retiring at a rapid pace.
December 18, 2017 | Stephen Timme
THe KPI Connection - Fixed Asset Utilization
On Tuesday we posted the metric of the month (Fixed Asset Utilization this month). Today we’re going to take it one step further and talk about how Fixed Asset Utilization translates into – or “connects” -- to key ...
December 18, 2017 | Dr. Stephen Timme
The KPI Connection -- Revenue Growth to Cross-Sell/Up-Sell
On Tuesday we posted the metric of the month (Revenue Growth this month). Today we’re going to take it one step further and talk about how Revenue Growth translates into – or “connects” -- to Key Performance Indicators ...
December 15, 2017 | Stephen Timme
Metric of the Month - Fixed Asset Utilization
What time is it?? It’s metric time!! This month we’re talking about Fixed Asset Utilization. If you have clients in industries like utilities, telecomm, retail, or manufacturing, you no doubt hear this term ...
November 22, 2017 | Dr. Stephen Timme
The KPI Connection -- COGS
On Tuesday we posted the metric of the month (COGS this month). Today we’re going to take it one step further and talk about how COGS translates into – or “connects” -- to Key Performance Indicators (KPIs)….in other ...
September 8, 2017 | Becca Sundal
Tech Trends and the KPIs They Impact
It’s a well-worn – but still true – adage that we can’t manage what we don’t measure. As sellers, you know what the technology you sell actually does – or what its features, functions, and specs are. But do you know how ...
August 26, 2017 | Dr. Stephen Timme
Metric of the Month - Selling, General and Administrative (SG&A) as a Precentage of Revenue
What time is it?? It’s metric time!! This month we are talking about selling, general and administrative expenses. If you have clients in industries like retail, wholesale, or manufacturing, you doubt hear this term ...
July 26, 2017 | Pam Heydinger
What Does Faster Order to Delivery Cycle Time Mean for Revenues?
Customers are demanding faster order fulfillment. A recent Fortna customer experience study showed that 48% of customers indicated they are not willing to wait more than five days for delivery of their order.
July 19, 2017 | Stephen Timme
Selling More with Client Financial Insights - Part 2
Part 1 of this series explored the benefits of selling with financial insights and how it’s an integral part of insight-led selling. This Part 2 provides a case study on developing financial insights using a real ...
April 24, 2017 | Dr. Stephen Timme
Metric of the Month -- Benefits and Claims Expense
It's our favorite time of month -- Metric Time!! This month's topic is Benefits and Claims Expense as a Percentage of Revenue. For anyone with clients in the insurance industry, you know this is a critical metric and ...