Rick Nichols

Great insight for founder-led businesses planning for exit from MaryJeanne (MJ) Scott & Charles Egoville from the recent PE International Operating Partner Forum. (1) Continued emphasis on alignment on the relationship between the deal partner, who drives the initial acquisition, and the operating partner, who focuses on organizational value creation (2) As holding periods continue to elongate, now averaging nearly 6 years, and CEO tenure continues to decline, leadership changes will not be a rare occurrence but an almost certain challenge that operating partners must navigate (3) Succession plans for founder-led business is critical to ensure that nothing about what made the business great is lost and that the organization is on the fast track to achieving its value creation proposition. Want to dive deeper into succession planning? Explore our Role Mapping webinar below, or drop a comment, and we'll gladly arrange a complimentary 1-hour consultation with one of our expert consultants. https://lnkd.in/eVTjWmkz #people #successionplanning Vistage Worldwide, Inc. Entrepreneurs'​ Organization YPO

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Enjoyed spending time with the Vistage Worldwide, Inc. team at last week's New England Executive Summit. Good to see their Q1 CEO confidence continue to climb although that is tempered by the fact that level is reminiscent of pre-pandemic recessionary lows. Other key highlights include the continued need for more proactive C-suite succession planning and focus on leveraging AI & other technology to increase productivity. Now is a good time to reflect on this data (and the value of Vistage membership) to finish '24 strong and set the stage for growth in '25 & beyond. #ceoinsights #vistage #ceo #resilience #businessgrowth

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Unlock hidden business value! 🌟 Intangible assets like brand reputation and customer relationships can account for up to 80% of your business’s worth. Elevate your enterprise value with our custom Sales Capital Scoring Tool. #BusinessValuation #ExitPlanning https://ow.ly/o6ht50RZnFQ

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CEO Insights: Interview with Giuseppe Cinanni former CCO of Sage Parts talking about how financials are the results of people behavior and motivation, which is a result of the energy and the difference people want to make. Interested in joining CEO Insights Forum? Message me or comment below. More episodes here: https://lnkd.in/geMd5J7C #peoplemotivation #financialresults #energyatwork #thelivingorganization

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Why is Cultural Fit important? At Caldwell, we meet and discuss this key component of a successful hiring process OUTCOME. Cultural fit is about the alignment of personal values, of work habits, and the embracing and belief in an organization’s core values and culture. This is key to an employee’s ability to integrate seamlessly into a team, be respected and create an environment of success. Ultimately, this cultural alignment will foster a level of belonging that will lead to long term growth and corporate stability. Learn HOW we do it at Caldwell!!! Join us!! #TalentTransforms

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No organization better than Integrity Solutions at driving results

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Have you ever been thrown a new situation on the job or been asked to deal with a sudden development or requirement that you didn’t understand at first? Have you ever been confronted with an unexpected change that affected your ability to connect with and deliver value to a prospect? Have you ever felt like a buyer, a colleague, or a superior dumped a problem in your lap, a problem you didn’t feel ready to solve? We all have. Now comes the tough follow-up: Were you ever tempted, even for a moment, to respond to the new situation you faced from one of these three points of view? #NeubergerCo #SandlerMDGA #NoDrama

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As EIN Presswire highlights, the corporate world has undergone many changes through restructurings. Restructuring has become more forward-looking, with the goal of streamlining operations. While we all hate to see layoffs, the hope is that a company can actively work on improving so that it won't have to have them in the future. #Restructuring #Trends

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𝐔𝐧𝐝𝐞𝐫𝐬𝐭𝐚𝐧𝐝𝐢𝐧𝐠 𝐭𝐡𝐞 𝐁𝐮𝐲𝐞𝐫’𝐬 𝐉𝐨𝐮𝐫𝐧𝐞𝐲 𝐢𝐧 𝐒𝐚𝐚𝐒 𝐒𝐚𝐥𝐞𝐬 In the competitive landscape of SaaS sales, understanding the buyer's journey is crucial for tailoring your approach and effectively guiding prospects from awareness to decision-making. The buyer's journey typically consists of three stages: awareness, consideration, and decision. Here’s a closer look at each stage and how to engage potential customers effectively: 1. 𝐀𝐰𝐚𝐫𝐞𝐧𝐞𝐬𝐬 𝐒𝐭𝐚𝐠𝐞 🔍 At this stage, potential buyers recognize a problem or opportunity but may not yet know the best solution. They are conducting research to understand their needs and are looking for information. 𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐢𝐞𝐬: 𝐂𝐨𝐧𝐭𝐞𝐧𝐭 𝐌𝐚𝐫𝐤𝐞𝐭𝐢𝐧𝐠: Create informative content such as blog posts, eBooks, and videos that address common pain points in your industry. This content should focus on educating your audience and positioning your brand as a trusted resource. 𝐒𝐄𝐎 𝐎𝐩𝐭𝐢𝐦𝐢𝐳𝐚𝐭𝐢𝐨𝐧: Use SEO techniques to ensure your content ranks well in search engines, making it easier for potential buyers to discover you. 2. 𝐂𝐨𝐧𝐬𝐢𝐝𝐞𝐫𝐚𝐭𝐢𝐨𝐧 𝐒𝐭𝐚𝐠𝐞 📊 During this stage, buyers are evaluating different solutions and researching specific products or services. They’re comparing options and seeking more detailed information. 𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐢𝐞𝐬: 𝐖𝐞𝐛𝐢𝐧𝐚𝐫𝐬 𝐚𝐧𝐝 𝐃𝐞𝐦𝐨𝐬: Offer live webinars and product demonstrations that showcase your solution’s features and benefits. This helps prospects see your product in action and understand how it addresses their specific needs. 𝐂𝐚𝐬𝐞 𝐒𝐭𝐮𝐝𝐢𝐞𝐬 𝐚𝐧𝐝 𝐓𝐞𝐬𝐭𝐢𝐦𝐨𝐧𝐢𝐚𝐥𝐬: Share success stories from existing customers to build credibility and demonstrate how your solution has positively impacted others in similar situations. 3. 𝐃𝐞𝐜𝐢𝐬𝐢𝐨𝐧 𝐒𝐭𝐚𝐠𝐞 🛒 In the final stage, buyers are ready to make a decision. They may be comparing pricing, assessing contract terms, and evaluating customer support options. 𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐢𝐞𝐬: 𝐂𝐥𝐞𝐚𝐫 𝐏𝐫𝐢𝐜𝐢𝐧𝐠 𝐈𝐧𝐟𝐨𝐫𝐦𝐚𝐭𝐢𝐨𝐧: Provide transparent pricing models and options, making it easy for prospects to understand the value they’ll receive at different price points. 𝐂𝐨𝐧𝐬𝐮𝐥𝐭𝐚𝐭𝐢𝐯𝐞 𝐒𝐞𝐥𝐥𝐢𝐧𝐠: Engage in consultative selling techniques by discussing the buyer’s unique needs and offering customized solutions that align with their goals. 𝐂𝐨𝐧𝐜𝐥𝐮𝐬𝐢𝐨𝐧 Understanding the buyer's journey in SaaS sales is essential for effectively guiding prospects through each stage. By tailoring your marketing and sales strategies to align with their needs, you can build trust, demonstrate value, and ultimately drive conversions. 💬 How do you align your sales strategy with the buyer's journey? Share your insights in the comments! #BuyersJourney #SaaSSales #CustomerEngagement #SalesStrategy #Marketing #LeadGeneration #BusinessGrowth #CustomerExperience

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Unlock hidden business value! 🌟 Intangible assets like brand reputation and customer relationships can account for up to 80% of your business’s worth. Elevate your enterprise value with our custom Sales Capital Scoring Tool. #BusinessValuation #ExitPlanning https://ow.ly/7MOz50RZlyZ

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Are you intrigued by the topic of AI, and can it actually provide sales coaching to competent, tenured sellers? You may find value in this webinar about that specific topic: https://lnkd.in/g8tvBpeC

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As organizations continue to evolve, Revenue Operations is poised to become an executive function and integrated into every piece of the larger strategic framework. By leveraging leading indicators and building equity, RevOps enables sales, marketing, and service teams to operate collaboratively, driving meaningful change and better forecasting. Organizations can adapt quickly and confidently to navigate an ever-changing landscape through dynamic measurement and real-time data analysis.

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Are you attending MSP Summit? Two things - Be sure to attend the Elevating Women in Channels workshop (and see our very own Janet Schijns, Kathleen Martin and Ashlyn Szilva ) and make sure you spend some time the the Zift Solutions team - they have some exciting news to share! Josh Medeiros will be at L-3 to learn more!

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Love this blog we just posted on Force Management. It shares some great takeaways from our recent Revenue Builders Podcast episode on SKOs. Solid advice here for leaders from John Kaplan and John McMahon. https://lnkd.in/ea7G53af #b2bsales #saassales #SKO #saleskickoffs

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Are you an active C-Level Technology Executive… If so, Higher Gear CXO might be a fit for you! It’s a peer group of executives 300+ strong curiated over the last 8 years, where leaders help leaders reach a higher gear! Reach out to me to learn more. #Technology #csuite #thoughleaders

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Every revenue leader is seeking profitable growth and this survey is rich with insights on how they plan to do it. I found it particularly interesting that only 1/4 of respondents have high confidence in the quality of their data but also that sales performance management is one their most important areas to drive improvements in technology leverage. As we all know, bad data drives bad decisions. What if you could address your data quality concurrently with delivering SPM solutions to drive better coverage, set challenging yet attainable quotas, and manage sales incentives? You can and we can help. Take a look at the survey results and let me know if you would like to discuss any of the findings with our experts. #datagovernance #spm #salesplanning #dataquality

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