If you were to do a Google search on ‘the rise of the revenue officer,’ you’d find a host of very interesting articles about the evolving role in many organizations of something called a revenue officer – a role that increasingly more companies are turning to in order to help drive growth within their companies. If your organization doesn’t yet have a revenue officer and you’re not exactly sure what it refers to, essentially, the role is that of an executive whose responsibility it is to ensure that the organization generates [...]

If you’ve been in a sales position at an industrial manufacturer for any length of time, changes to your role have likely been the only constant throughout the years. The internet emerged and B2C e-commerce blew up. For a few years, B2B still operated the same as it always had. Faxes. Phone calls. Face-to-face meetings and trade shows. Then electronic catalogs started to pop up. Then, websites that played videos and had other sales collateral. Buying portals and EDI became standard operating procedures to make ordering easier. Before we knew it, [...]