Inflexion-Points: Smart Ideas for Accelerating Revenue Growth

If you want to grow, you need new customers. And if you want new customers, you need three things:

Matt McCall is a co-founder and Managing Director of Draper Fisher Jurvetson Portage Venture Partners.  He writes with great insight in his VC Confidential blog - I strongly recommend that you suscribe. 

CSO Insight’s annual sales performance optimisation survey is one of the most eagerly awaited and widest-read reports each year.  Now in its’ 15^th year of publication, the 2009 results have just been published, and reflect feedback from more than 1,800 organisations around the world.  The effects of the current recession are already visible.

One of my little luxuries is a McKinsey Quarterly subscription. I keep it up even during challenging times because it forces me to reflect on some of the key issues that face us today. 

Current economic pressures mean that we're all facing an incredibly risk-averse buying community.  It's expressed in terms of longer sales cycles and more people getting involved in purchase decisions.