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The Second Half! It's Your Time. Own It!

Hello CEO, COO, CRO and other C-level Executives. 2nd quarter in 2023 coming to a close and many challenges being fought within our financial services & real estate industry include:

  • Figuring out how to achieve the annual revenue and profit targets

  • Needing to build more in the qualified sales opportunity pipeline

  • Creating new revenue stream(s)

  • Requiring talent but the “right” talent, with the “right” skills, at the “right” cost

  • Reducing fulfillment cycle times

  • Open requisitions for the right talent at the right cost structures taking too long to

  • fill

  • Desiring more qualified leads without spending more

As questions around a looming recession persist, it feels like we may be stretching our

hibernation far beyond necessary. C-level leaders are cautious, and some are

struggling to take action or make investments, fearing wrong decisions. However, that

indecision is leading to drastically slower sales cycles and reduced win rates.

Based on our diagnostics, interviews, and the one-on-one conversations we are having

in 23 with the C-suite, they remain optimistic. Companies are still progressing, and

they see opportunities with their existing clientele. New logo deals are difficult to

close, but current customers have an increased appetite for cross-sell and up-sell


Our research and discussions reveal nearly half of net new bookings to come from new

customers. Based on what we are hearing and seeing from Heads of Sales/Revenue,

you might consider adjusting those projections.

Regardless of where your bookings come from this year, sales productivity should be

top of mind. Is your team set up for success? Our research at M. Allen suggests that it

is not.

Inside this brief, you will find our takes on various key topics, strategies, and areas that

our clients are dealing with this year. If you would like to learn or discover more about

what we are seeing with our clients and prospects.

Cheers to learning, discovering and achieving!

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