Hello, Oracle: It’s Not Sales Execution

Posted by Everett Hill on Mon, Mar 25, 2013

Did you hear the one about Oracle’s third quarter conference call, announcing a substantial earnings miss? Wall Street did, pounding the stock the following day.

Unbelievably, Oracle leadership blamed its woes on newly hired sales representatives, saying, “Since we’ve been adding literally thousands of new sales reps around the world, the problem was largely sales execution, especially with the new reps, as they ran out of runway in Q3…We’re training the new reps on managing the sales process, and the importance of establishing a quarterly rhythm on their deals.”

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Tags: executive performance, leadership principles, crm success stories, sales execution, CEO performance

Business Growth Strategy in Three Easy Steps

Posted by Everett Hill on Mon, Oct 15, 2012

At the annual meeting of the Society of International Business Fellows (SIBF) I had the great fortune to hear a powerful slate of speakers led by former Secretary of State Colin Powell. Three of them, including Powell, offered insights on global business leadership. Together they provided a rich understanding of what it will take to successfully navigate the rapidly changing global landscape. Three themes emerged from these world-class thought leaders that are of tremendous value to companies that focus on selling b2b regardless of their current level of globalization.

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Tags: competitive strategy, CEO performance, b2b sales strategy

Is it Time to Expand Your CEO Resources?

Posted by Everett Hill on Wed, Sep 19, 2012

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Tags: executive performance, leadership excellence, CEO performance