Author Archives: Lewis Stanton

The Hunter-Farmer Puzzle: Solve It and Accelerate Sales

Posted on December 3, 2012 by Lewis Stanton

Middle market companies often get it wrong. Large companies tend to get it right. For small companies it is not a relevant question because everyone wears lots of hats anyway. And that is how middle market companies can end up … Continue reading →

Posted in Revenue Growth | 4 Comments

Don’t let GAAP lure you into bad business decisions

Posted on July 22, 2012 by Lewis Stanton

A recent article in CFO Magazine caught my eye. It was fascinating to read how Fortune 50 companies – including the Big 3 US automakers – have been making the same mistake that I and my colleagues see at many … Continue reading →

Posted in Profitability Analytics | Leave a comment

In a middle market company, financial analysis can really accelerate sales

Posted on June 26, 2012 by Lewis Stanton

Yes, really. Financial analysis can be the most important step in the selling process. Yet we rarely see it. We have been working with two very different companies recently in two completely different industries: one in consumer goods and the … Continue reading →

Posted in Profitability Analytics | Leave a comment

Can we clone the CEO – in order to turbo-charge sales?

Posted on June 5, 2012 by Lewis Stanton

In our experience working with middle market companies, we find that the CEO is almost always the best salesperson. Hopefully, the head of sales is better skilled at sales management and sales operations. Yet in terms of the actual act … Continue reading →

Posted in Revenue Growth | 10 Comments