SHIFT Advisory

Some really important insight here from Alan Crowther that every business leader should be well aware of. Recommend subscribing to the newsletter series. At SHIFT Advisory we lead with these approaches in balance for the business requirement, but all absolutely come into play. If we must choose a priority, we are fans of having clarity on existing customer 'health' through our 'Customer Health Index' framework, particularly when it comes to recurring revenues. With cost of acquisition continuing to climb for many businesses, your install base is critical to not just hold onto, but delight for growth and referrals. Helps clarify your perceived value for look alike sales targetting too. "A bird in hand is always better than two in the bush" Which of these strategies do you lead with? Or perhaps you have another approach not referenced here? Would love to hear and discuss. #CROaaS #GoToMarket #RevenueOptimisation

Timely article from boostup.ai regarding the differences between RevOps and SalesOps. Thought the years I have seen, and been part of, a number of companies that mash these two functions together however for getting the right talent in seat, it is so important to be clear on responsibilities and accountability differences. Business and Revenue Leaders - as you step into this holiday period considering your goals and strategies heading into FY25, consider how you apply these key roles into your revenue process and strategy. Getting this right will make scaling so much easier. #CROaaS #GoToMarket #RevenueOptimisation https://lnkd.in/gsjWyfsC

With so much noise in market around AI, its hard not to be thinking - how do we apply it into our sales pipeline cadence, and better still our broader revenue cadence? Recommend a read of the Clari CRO Playbook below. Fav quote "Relying solely on CRM? It won’t cut it" Warning - yes gated content, but this CRO Playbook has some embedded nuggets of gold on structuring revenue cadence and minimising revenue leakage that it's worth the look. Considering how to lift your revenue performance over the holiday period? Feel free to get in touch with the SHIFT Advisory team for a no obligation conversation. #CROaaS #RevenueOptimisation #GoToMarket

What a cracking start to summer in Sydney town! This morning our start of week walking meeting included work experience student Holly, who will be getting some hands on experience with AI tools profiling a clients ideal customer profile within the SMB segment. #CROaaS #GoToMarket

What an interesting headline statistic published by Deloitte. ➡️ 25% of Fortune 500 companies already leverage fractional executives to boost innovation and cut costs ⬅️

Was great to bring like-minded people together on the evolving topic of how AI will impact and change Australian GoTo Market. We acknowledged and discussed live challenges with the immediate, albeit somewhat more comfortable path that many businesses are taking to leverage tools with enhanced AI capability, asl as prioritising productivity and customer insight for quick wins. For a first 'test it out' session very excited to see where this community might grow. Thanks to all who attended. Follow myself and Joanne Schofield to get detail on the next event!

Fractional leadership is on the rise! 🌟 🔥 Small and Medium Australian businesses 🔥 If you are contemplating whether fractional leadership is the right fit for your organization, take 30 minutes to listen to this insightful podcast from HBR IdeaCast. It offers valuable perspectives on the 'how' and 'why' of this growing trend. 🎧✨ #CROaaS #GoToMarket #RevenueOptimisation https://lnkd.in/gwxVf-DB

Came across The Spaulding Ridge 2024 CRO Report over the weekend and found it offers a comprehensive look at the current landscape of revenue leadership. (Nice piece of work Spaulding Ridge - thankyou) Whilst a North American report, we found in our review a lot of consistency with our engagements within the Australian market to the priorities revenue leaders will be taking into 2025. Well worth the 30 minutes to review and consider your preparedness for Revenue Growth in 2025. ➡️ Market Optimism Returned: Despite recent economic challenges, the report highlights a surprisingly positive sales landscape. 78% of sales leaders expressed optimism about ending the year strong and are gearing up for growth in 2025. ➡️ Focus: Attract, Then Monetize: A significant trend identified is the shift towards attracting customers first and then focusing on monetisation. 65% of CROs indicated that their primary focus in 2024 was on attracting new customers, with plans to monetize these relationships more aggressively in 2025. ➡️ Longer Sales Cycles The report notes that sales cycles have become longer, with 52% of respondents reporting an increase in the length of their sales cycles over the past year. This change requires sales teams to adapt their strategies to maintain engagement and move prospects through the pipeline effectively. ➡️ Higher Targets, Same Headcounts Sales teams are facing higher targets without an increase in headcount. 60% of CROs reported that their sales targets have increased, while their team sizes have remained the same. This situation underscores the need for efficiency and effectiveness in sales processes. ➡️ Sales team Growth is on the agenda 60% of CRO's also reported expecting growth in sales headcount for 2025 aligned with a priority to cross-sell as a critical channel for growth. Globally 75% of organisations reported less than 10% attribution of their sales talent. ➡️ Demand for Better Sales Tech There is a growing demand for advanced sales technologies. 70% of sales leaders are investing in tools that enhance data readiness and provide actionable insights. These technologies are becoming essential for sales teams to meet their targets. ➡️ Data Readiness Challenges Many organizations are struggling with data readiness. 55% of CROs cited data quality and accessibility as significant challenges. Ensuring that data is accurate, accessible, and actionable is a top priority for CROs looking to drive better decision-making and performance. We are seeing early stages of AI adoption within the revenue process but it will be meaningless without the data readiness. For a deeper read into these trends and supporting commentary, you can download the full report from Spaulding Ridge's website. https://lnkd.in/gyAWdVMM #CROaaS #GoToMarket #RevenueOptimisation

What is Fractional engagement? Zachary King articulates it very clearly in this podcast with Paul Mills. Recommend a listen - both for executives needing to get high impact, value for money talent to deliver strategic priorities - and also for experienced practitioners considering a shift into Fractional work themselves. Key takeaways for me. - Fractional engagements are not consulting or advisory only! This is a 'hand-in' engagement to support/enable the change - not just document it. - Very important to ensure your Fractional resource is well aligned culturally, and expect over communication. This is necessary for success. - Over 120,000 LinkedIn leaders now referring to themselves as 'Fractional'. Enjoy the listen. #CROaaS #GoToMarket #RevenueOptimisation

Sales Performance Management has many attributes associated, with one of the most important being coaching of talent within the business (more to come in a future post). When we think of coaching the team at SHIFT Advisory see organisations overlooking the opportunity that Deal Reviews present, both at an individual, a team and whole of company levels. And this is not just about tenders! As we come into the crazy 6 weeks of trying to rush deals through before the festive season, the following are important 101 practices that sales and business leaders need to ensure are in place as part of a Deal Review process. Not only optimise likelihood of a successful pursuit, but deliver important coaching and learnings for your teams future pursuits as well. Take the time now - your future self will thank you! Should you need a fresh set of eyes on a deal review or negotiation don't hesitate to reach out to the team SHIFT Advisory. We are here to help. #CROaaS #GoToMarket #RevenueOptimisation https://lnkd.in/gED3Th-d