Morebell - Digital-first Revenue Intelligence and Operations (Page 1)

Data-driven Sales Capacity Planning

Business is booming, and you are adding three new account executives to the team. How many new sales engineers and business development representatives do you need to support them? If you think you know the answer, think again.

Measure to Improve

Simple tweaks in the sales process can lead to double-digit growth in bookings, but one must map and measure the process before making the improvements. Fortunately, the data science involved is relatively straightforward, and the data is usually readily available.

A Tale of Two Processes

Replacing a few sales meetings with asynchronous interactions can lead to double-digit growth in bookings. To illustrate the effect, I compare the performance of two typical B2B sales processes, classic and meetingless. Make sure to download my spreadsheet to experiment with your data.

Meet Less to Sell More

Remote selling increases enterprise sales efficiency. One can do more meetings when there is no travel involved. Now that the Zoom fatigue is settling in, we are discovering that it’s possible to sell even more if some of those meetings are replaced with asynchronous interactions.

The Importance of Idea Discovery in Innovation Management

Innovation now is more important than ever, but it is fraught with peril. Bold claim: organizations can save millions and avoid years of unnecessary pivots if their leaders consider just a few simple questions.

Innovation

The Systematic Innovation Imperative

The innovation imperative is a corollary of the growth imperative. Due to human behavioral biases, innovation does not emerge organically in a mature organization and must be managed in a methodical way that we call systematic innovation.

Analytics

Dynamic Sales Management

Excel models are static, while dependencies governing our business processes are dynamic. Instead of spreadsheets, we need dynamic models that morph over time in sync with reality.

Innovation

Behavioral Marketing: Augmenting Your Customer's Rational Self

Traditionally, marketing was driven by the features and benefits of the product and the attributes of the target customer segment. At this point, adding personalization based on customers' predictable behavioral biases may be necessary to boost marketing effectiveness.

Strategy

Culture Eats Vision for Lunch

There is a lot we can learn from 170-million-year-old creatures. Defining just a few simple rules and promoting the freedom to experiment can lead to a surprisingly robust and dynamic organization.

Innovation

Estimating the Cost of Venture Capital

It is crucial for startup founders to accurately estimate their venture’s cost of capital. Startup's cost of capital is used to calculate the lifetime value of a customer. It is also an important factor in estimating the company's valuation in a funding round.

Strategy

S-Curve Rules

Meaningful innovation at faster clock speed is essential. A decline in unit sales can be reversed by implementing a shorter product release cycle but at the cost of reducing the overall customer population.

FinTech

The Digital Banking Dilemma

Paradoxically, by going digital, the brick-and-mortar banks are surrendering their competitive edge by losing the intimate knowledge of their customers. This knowledge is now broken into dozens of fragments and managed separately by a myriad of independent software vendors.

Innovation

Real Options for Product Innovation

The elegant math of real options and options pricing is telling us that corporate innovators can deliver the maximum value to their companies by targeting riskier projects that offer substantial upside if successful but can also be readily abandoned in case of failure

AI

Alexa! Are You a Platform?

With voice apps, one can pick any two of the three -- scope, accuracy, and privacy -- but not all three. Choosing voice as the platform forces the platform vendors to pick the first two. It is a strategic choice.