My Guest Rob Markey is the creator of the widely-used Net Promoter Score (“NPS”) system. Rob also leads the NPS Loyalty Forum, a group of 35 senior executives from loyalty-leading companies around the world, such as The Vanguard Group, American Express, JetBlue, TD Bank, LEGO, Progressive Insurance, PwC and Intuit. He is also the co-authorContinue reading “Rob Markey: Creator of the Net Promoter Score and Founder of Bain’s Global Customer Strategy Practice”
Tag Archives: metrics
Evaluating Customer Retention in Recurring Revenue Businesses: With Craig Zingerline
My Guest Craig Zingerline is a serial entrepreneur currently working as the CEO of Growth Minded, a company that helps startups and other technology companies scale their growth and retention strategies. Prior to Growth Minded, he founded Velocity Growth and scaled to 7-figures of ARR, was Chief Product Officer at Sandboxx, and the Head ofContinue reading “Evaluating Customer Retention in Recurring Revenue Businesses: With Craig Zingerline”
The Art (and Science) of Building a High-Performance Sales Organization
My Guest One of the most common investment theses among acquisition entrepreneurs revolves around building an internal sales function where no such function has existed in the past. While this makes intuitive sense on the surface, just how easy is it to build a sales team from scratch? Do you hire the leader first, orContinue reading “The Art (and Science) of Building a High-Performance Sales Organization”
Questions You Should Be Prepared to Answer Before Buying (or Selling) a Small Business
Listen to this Blog Post It likely goes without saying that every transaction is different: Every company, industry, searcher, and investment opportunity presents unique considerations that in turn give rise to unique questions and areas for further due diligence. With that said, over many years of evaluating countless acquisition targets alongside searchers, I’ve found thatContinue reading “Questions You Should Be Prepared to Answer Before Buying (or Selling) a Small Business”
Considerations Unique to Acquiring a Software Company (Financial)
Listen to This Blog Post When contemplating the acquisition of a software company (or any company, for that matter), the number of variables that potential purchasers must consider is overwhelming, and as a result it would be impractical to discuss all such variables in a single blog post of reasonable length. For this reason, whatContinue reading “Considerations Unique to Acquiring a Software Company (Financial)”
Sales: Hiring, Onboarding, Compensating, Scaling & Supporting a World Class Sales Team
My Guest Dave Prusinksi is the Chief Revenue Officer at SafeAI, a hyper-growth silicon valley company in the autonomous vehicle space. Prior to his current role, Dave spent 10 years as the Executive Vice President of Sales and Marketing at FleetComplete, a technology provider to fleet-owning businesses around the world. Under Dave’s leadership, FleetComplete grewContinue reading “Sales: Hiring, Onboarding, Compensating, Scaling & Supporting a World Class Sales Team”
The Real Reason Why Most Companies Miss Their Annual Goals
Listen to This Blog Post: Few things are as energizing as the annual goal-setting process, where the management team decides on the company’s major priorities for the coming year, usually generating a sense of enthusiasm, optimism, and confidence. Conversely, few things are as deflating as the annual review, where the same management team often retrospectivelyContinue reading “The Real Reason Why Most Companies Miss Their Annual Goals”