Welcome to Secrets to Accelerated Growth. We are unlocking the door to success and giving you the keys to accelerate your growth in your B2B company. It's candid and unvarnished, offering insights that are inspiring, motivational, and educational.
Adele Crane is a leading consultant who has specialised in 90-120 day turnarounds for over 30 years through sales and marketing. Plus, interviews with top performers who have unleashed the growth in their companies and war stories from people who have done the hard yards and are winning now.
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Bootstrapping: The Truth About Building a Startup Without Investors
Adele Crane, founder/CEO, discusses the realities of bootstrapping a startup without investors, sharing experiences and advice on control, sustainable models, and sales, in an interview with Nancy Harper.
27 May 2025
Are You Losing Deals Because of Your Pricing?
Adele Crane and Paul Carey discuss pricing challenges in competitive sales environments, emphasizing value proposition and marketing strategies to avoid price-based competition in this interview.
26 Apr 2025
Is My Salesperson Doing the Right Thing?
In this podcast, Adele Crane addresses common concerns among business owners, especially those with startups or limited experience in sales management, regarding how to ensure salespeople are performing effectively.
The discussion outlines four key points for managing salespeople: clarity of expectations, proactive monitoring, understanding and applying a sales process, and measuring results. Specific suggestions include providing clear jobdescriptions, maintaining high levels of communication, training salespeople in structured sales planning, and using data-driven measurements with key performance indicators (KPIs).
The podcast also promotes a sales training program available on Udemy to help implement these strategies.
Udemy Course: https://www.udemy.com/course/sales-focus-b2b-selling-skills-programme (https://www.udemy.com/course/sales-focus-b2b-selling-skills-programme)
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#AcceleratedGrowth #B2BSales #businessgrowth #businesscoach #businessrevenue #BusinessStrategy #ceomindset #CEOTips #EntrepreneurialJourney #EntrepreneurMindset #entrepreneurships #entrepreneurshipsuccessful #EntrepreneurshipTips #revenuegeneration #SalesAndMarketing #salesgrowth #salespipeline #SalesPlanning #salesstrategy
14 Apr 2025
An Entrepreneurs Guide to Choosing A Winning Business Opportunity
In this episode of "Secrets to Accelerated Growth," Adele Crane of Sales Focus Advisory explores how to assess the viability of startup business ideas with Nancy Harper.
They discuss key indicators for success, and the common pitfalls that cause startups to fail, and emphasize the importance of evaluating market needs, cash flow, and marketing strategies.
Three business cases—an AI firm, an online tool shop, and an inspection service—are analyzed to illustrate these points.
Adele suggests focusing on simple, scalable solutions and the critical role of effective marketing, while also underlining the necessity of having adequate funding to sustain growth. The conversation concludes with practical advice for entrepreneurs on setting up businesses correctly and the risks of underestimating marketing costs and cash requirements.
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3 Apr 2025
From Startup to Sales Machine: Adele Crane’s Winning Strategies
In this episode of 'The Advisor,' co-host Lisa Urbanski interviews Adele Crane, an eminent business consultant and CEO of Sales Focus Advisory, known for her extensive experience across multiple continents and her work in promoting sales transformations, high-performance teams, and cultural change in organisations.
The discussion centres on aiding start-ups in transitioning to an efficient sales phase. Adele emphasises the necessity for entrepreneurs to eventually delegate sales roles to foster growth, noting that hiring friends or attempting to acquire experienced salespeople from larger firms often leads to failure.
She stresses the importance of thorough preparation, setting realistic expectations, and developing structured playbooks and systems that new hires can utilise. Adele explains that the lack of an existing momentum like that in major corporations necessitates robust marketing efforts to generate engagement and inbound leads. She advocates for out-of-the-box marketing strategies and aligning sales tactics to customer profiles.
Throughout, Adele reinforces the idea that growth is achieved through continual adjustments, learning from failures, and executing decisive actions within set timeframes for success.
Lisa and Adele also discuss specific tools and characteristics vital for effective new salespeople and highlight the indispensable role of marketing in propelling startup growth.
Adele concludes with advice for entrepreneurs to embrace mistakes as learning opportunities and underscores the importance of agility and resilience in business expansion.
21 Mar 2025
Business Owners Ask "How Does My Sales Leader Stack Up"
In this episode of Secrets to Accelerated Growth, Adele Crane from Sales Focus Advisory addresses one of the most frequently asked questions by business owners about the effectiveness of their sales leaders.
With all the conversations around the leadership of sales teams, what is really important from a business owner's perspective?
She outlines the two crucial aspects that determine a s
She says, “ From a business owner's point of view, if you've got a situation where you're just not seeing that pipeline coming to fruition consistently. And you're not seeing that sales number delivered consistently. We can say that your sales leader most likely has inconsistent performance in how they manage the team.
If you're unsure about your sales leader's performance, this episode offers essential insights and practical advice to help you evaluate and improve your sales team's outcomes.
#salesleadership #businessgrowth #salesgrowth #CEOTips #salesmanagement
6 Mar 2025
Why ‘Percentage of Revenue’ Marketing Budgets Fail Every Time
In this episode of Secrets to Accelerated Growth, Adele Crane of Sales Focus Advisory discusses common pitfalls in marketing budgets, particularly the ineffective practice of allocating a fixed percentage of revenue.
She emphasizes the need for a strategic, analytical approach to align marketing closely with sales plans. Crane shares a cautionary example of a company whose sales increased by 76% after reducing their marketing budget from 8% to a targeted 2%.
She also provides insights into the evolution of marketing, the dangers of marketing noise, and the significance of measurable outcomes in marketing efforts.
The discussion highlights the importance of validating marketing spend to ensure sales alignment in marketing to achieve accelerated business growth.
20 Feb 2025
Path to Growth: Sales Lead Nurturing
In this episode of 'Secrets to Accelerated Growth,' Adele Crane of Sales Focus Advisory explains the importance of effective lead nurturing for achieving exponential growth.Speaking with Paul Carey, Crane highlights key areas where companies often go wrong in lead generation and management. She outlines the importance of understanding the buyer's journey and internal vetting processes and stresses the need for marketing and sales alignment. Crane introduces the concept of having a buyer advocate or pre-sales person to ensure leads are properly nurtured until they are ready for a sales conversation. She discusses the challenges of adapting this approach and provides insights into how sales leaders can better manage lead conversion and improve pipeline quality.
12 Feb 2025
Empowering CEOs: Insights into Sales and Marketing
In this episode of 'The Chris Voss Show,' host Chris Voss interviews Adele Crane, a seasoned sales and marketing advisor and author of three books. Crane shares her insights on improving sales and marketing performance, aligning departmental strategies, and achieving quick business turnarounds.
With over 30 years of experience, she discusses the importance of understanding modern buyer behaviour,overcoming departmental territorialism, and the role of CEOs in fostering collaboration between sales and marketing teams.
Crane emphasises the necessity for CEOs to have clear measurements and horizon management to foresee trends and issues. She also explores the evolving role of marketing in lead generation and customer journey understanding to support sales and marketing alignment.
Crane also highlights her new podcast, 'Secrets to Accelerated Growth,' and her recent book, 'The SalesFocused CEO.'
5 Feb 2025
From Service to Sales: Unlocking Field Team Potential
In this episode of 'Secrets to Accelerated Growth,' Adele Crane of Sales Focus Advisory discusses the effective management of field sales teams to achieve accelerated growth. Speaking with Paul Carey, Crane emphasises the importance of making field salespeople focus on sales tasks rather than customer service roles.
She outlines the difference between account ownership and management, highlighting the pitfalls of misusing sales reps for non-sales issues. Crane also stresses the need for proper CRM tools, mobile accessibility, and clear operational alignment.
Real-life examples are shared to demonstrate the impact of poor sales management and the benefits of strategic improvements.
28 Jan 2025
How Marketing is Equally Responsible for the Revenue Number
In this episode of 'Secrets to Accelerated Growth,' Adele Crane of Sales Focus Advisory discusses the shifting dynamics between sales and marketing in driving business revenue. Speaking with Michelle Constance, Crane emphasizes the increased responsibility of marketing in lead generation and the need for alignment between these departments. They explore the validation process that sets clear targets and budgets, emphasizing the cultural changes required for successful collaboration. The conversation highlights the evolving buyer rcating and nurturing prospects before they even engage with sales teams. The episode underscores the joint effort necessary for achieving accelerated growth, urging a shared focus on revenue goals among CEOs and leadership teams.
22 Jan 2025
The Pivot Point To Accelerated Growth
In this episode of 'Secrets to Accelerated Growth,' Adele Crane of Sales Focus Advisory discusses key actions sales leaders must take to achieve accelerated growth in today's market. Speaking with Peter Carey, Crane emphasizes the importance of strategy implementation led by sales leaders and the critical role of validation in ensuring that strategies are feasible and cost-effective. She highlights the need for detailed planning and the integration of sales operations personnel to manage complex administrative tasks and facilitate seamless cooperation between sales and marketing.
Crane also discusses the challenges of balancing customer service with sales tasks and offers insights into capacity management, territory planning, and the alignment between sales and marketing for optimal results.
13 Jan 2025
Understanding How Accelerated Growth Can Be Achieved
In this episode of 'Secrets to Accelerated Growth,' host Michelle Constance converses with Adele Crane from Sales Focus Advisory. They discuss the keys to achieving accelerated growth in today's market. The discussion delves into different types of growth companies experience, including customer-led growth and challenges faced by startups. Adele emphasizes the critical alignment of sales, marketing, and customer service with the buyer journey, highlighting the necessity of a well-coordinated business structure for driving substantial growth.
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