Blog

Getting Ahead of the RFP

By Wayne O'Neill

During an interview I recently gave for a Win Writing Masterclass, I was reminded of the frustration that led me to where I am today. I was working at an architecture firm, and I saw how the RFP process absolutely destroyed all the work our firm put into winning work. I learned the hard way […]


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The ONE Thing Your CRM Can’t Track – That Matters Most

By Wayne O'Neill

  Most successful companies are using some kind of CRM (customer relationship management) tool … And it’s making them miserable. It’s making their jobs harder. Using it to do a typical revenue pipeline review is an exercise in frustration and futility. Stop the madness. Activity does not equal results, and data does not equal connection. […]


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Why You SHOULDN’T Prioritize Relationships When Your Goal Is to Grow Revenue

By Wayne O'Neill

It’s a fresh new year, and a fresh new chance to reset your thinking. There’s one area in particular I want you to really think about this month – because it’s going to impact every account development and revenue growth activity: Your go/no-go decision-making process. It’s broken. You’re losing revenue. And I’m going to fix […]


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Why Skill Development Is the Key to Your Success in the New Year

By Wayne O'Neill

At the end of the year, people often get focused on assessing results. They determine if they have had a winning record, if they’ve sold more accounts, if they’ve increased revenue by a certain percentage. They get obsessed with lagging indicators. These might be the numbers you report to your superiors or your stakeholders, but […]


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The Blueprint for Revenue Growth

By Wayne O'Neill

You’re constantly stressed about top-line revenue. Your business development and sales teams are stuck in “we’ve always done it this way” mindsets. You want to launch to a new market, but you have no idea where to begin. Revenue is on the decline. You’re ready to start working with partners focused on the greater good […]


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Increase Your Value to Your Clients With This Unexpected Strategy

By Wayne O'Neill

We talk about Stewardship to Equity a lot with our coaching clients and in our workshops – but I haven’t talked about it nearly enough here in the blog. I’m going to rectify that right now, because Stewardship to Equity is such an important concept and connection strategy. In fact, it’s a cornerstone strategy in […]


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Good Isn’t Good Enough When It Comes to Sustainable Revenue Growth

By Wayne O'Neill

The feedback I got from people who attended my talk on Revenue in Plain Sight at the Society for Marketing Professional Services (SMPS) Build Business 2016 national conference in August was remarkable on so many levels. The first thing I was struck by was the diversity of the attendees. There were people in mid-career, Millennials, […]


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Generation Gap: Disruptive Thinking Meets Experience

By Wayne O'Neill

A lot of people are talking about how to understand diverse demographics in the workplace. Most of that conversation revolves around how to get along or how to understand difference generations. Let’s scrap that talk. Let’s have a different conversation that actually contributes to business growth, shall we? It’s not about how you understand generations, […]


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Screw Inspiration – Join the Irritational Revolution

By Wayne O'Neill

Most speakers get hired to inspire audiences. Conference coordinators want attendees to walk away inspired and emotional – motivated to conquer the world. That’s not crazy … but it’s not productive, either, if you ask me. And that is definitely not my approach as a speaker. I teach people how to grow their revenue – […]


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The Powerful Role Technical People Play in Account Development

By Wayne O'Neill

It’s a common myth that technical people aren’t great at business development. The fact is, with the right mindset, technical people can be the best business developers. We see this all the time with our technically-minded clients, especially those who are selling technical services. They can’t get their arms around how to start a conversation. […]


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