Why Middle Market Companies Need to Ditch Consultative Selling

The conspiracy to keep sales people away from executive decision-makers by trapping them in purchasing processes conducted by non-executive gatekeepers is real. You are not imagining it. Organizations continue to seek efficiency through automating and regulating the buying process, which is code for “kicking sales people out of the picture.” This is evident in the […]

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Embracing the Shift to Real-Time Scenario Planning

Podcast: Play in new window | Download The following is an edited abstract from CFO Thought Leader’s “Ask Ethan” podcast featuring Ethan Carlson, CEO, Carlson Management Consulting, and Jack Sweeney, cohost of CFO Thought Leader. CFOTL: We’re often told that scenario planning is not about providing an accurate picture of the future, but about making […]

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You Need to Sell Your Business in 2015. Here’s why.

Over the course of this past year, we in the middle market heard a near-constant refrain: this is the year to sell. And for many people, that was true. At a macro level, the economic outlook was positive, unemployment figures finally appeared to be cheerier, and interest rates were low. Things looked particularly bright for […]

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True Office Says It’s “Game-on” for Corporate Training

Podcast: Play in new window | Download Ever wonder how game mechanics are changing the rules of workforce training . Join us as Jason Shore, CFO, True Office, shares his CFO mind-set and reveals how his career as a start-up CFO has placed him inside the vanguard of a workforce training movement.

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The M&A Blueprint: Three Keys to Executing a Successful Integration

Year after year, companies continue to do acquisitions despite data that suggests a majority of deals fail to realize their expected value.  Although I believe the percentage of failures may be over-stated, we can certainly do better.   While there are ideas on how to solve tactical issues – poor diligence, over-valuing synergies, failure to address […]

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Cracking the Code to M&A Success, Richard Antoneck, CFO, Veritext

Podcast: Play in new window | Download What’s it like to complete nine acquisitions in a single year? Join us as Rich shares his CFO mind-set and reveals how after a busy year of M&A activity Veritext ‘s finance team is keeping a keen eye on performance measures across a quickly expanding enterprise. 

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