Sales automation

Efficiency is the new gold

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Revenue Journal EfficiencyWhat makes your business special? It doesn't matter if you are one person working out of your house or a company with thousands of employees. If you are the most efficient at what you do, you're golden.

Efficiency is a big concept. That label belongs on a lot of good things. If you are efficient, you:

A buyer's hellish experience

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There's a joke - you've probably heard one of the many versions of it - that I think of as the "demo" joke. My favorite version is the one starring Bill Gates:


Bill Gates died and found himself standing in front of St. Peter, who was sizing him up.


"Well, Bill, I'm not sure whether to send you to Heaven or Hell. After all, you helped society enormously by putting a computer in almost every home in America, and you gave away a lot of money. But, you also created that evil Windows program. It's a close call, so I'm going to do something I've never done before: I'm going to let you decide where you want to go."

Bill replied, "What's the difference between the two?"

Do your top execs understand the "back end" of your business systems?

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Having spent much of my career in the tech industry, I have a deep understanding of hardware, software, and networking. It comes in handy as I help company leaders improve their systems.

Over the last few years, I have become dismayed at how often I encounter top executives who do not understand the technology they depend on every day to run their businesses. Business has shifted from paper to digital, and yet many top execs don't understand what goes on in the "back end" of those systems. For example, I often encounter financial people - controllers and CFOs - who are put in charge of IT. But they don't understand how IT really works. This puts them, and their companies, at a distinct disadvantage:


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