We partner with Founders, CEO’s, and Boards to build great companies.

Grow revenue and corporate value for your enterprise technology company.

Catalyze Growth

Find your sweet spots.

Build Value

Lay the foundations for scale.

Expand Your Lead

Align on customer relevance and value.

News and Insights

The most successful B2B salespeople clearly understand that they’re selling to people and not just to businesses. While they take time to understand their customer’s business, they know that identifying each individual buyers’ decision-making mindset is essential to making a…

Just 4% of salespeople in the United States sell 94% of the goods and services, according to a study by Gallup and Harvard University. What does this small segment of highly successful sales professionals know that others don’t? A study conducted…

I just hosted a webinar introducing the second edition of my book, 42 Rules for Growing Enterprise Revenue: Practical Strategies for Increasing B2B Customer Relevance. Watch the webinar to get a quick overview of 7 strategies for becoming more relevant…

I bet you already have a long list of launch announcements and product training sessions for your sales kickoff.   That’s important information, but it’s not enough. If your sales people are still having difficulty engaging executive and business audiences, even…

Watching some of the new ventures getting funded over the last several months, there’s an interesting trend that’s turning user-generated content into real value for companies and their customers. One example is Driveway Software, which develops applications that insurance companies offer…

I recently had the opportunity to chat with Rajat Paharia, founder and chief product officer at Bunchball, about his new book, Loyalty 3.0, pivoting startups, and the differences between the business of games and the gamification of business. Lilia: You were…

Many tech companies see relationships with CIOs as the Holy Grail of their sales and marketing efforts.  But should you really spend the money and effort it takes for effective CIO engagement? Pro’s : CIO’s have the power to approve…

Strategic Planning "Lilia absorbed our situation very quickly and was able to bring insights and creative thinking that made an immediate impact on our strategic planning efforts. Adding a bit of process and methodology, The Shirman Group was able to…

Industry Go-to-Market "Shirman Group services were a significant contributor to a recent record quarter, and helped us build strong market momentum in one of our target verticals."  — Rick Schmaltz, Vice President, Telecom Business Unit, CA, Wily Technology Division Harvesting…

Solutions Portfolio Management "The Shirman Group helped BEA identify market opportunities that have the potential to bring significant incremental revenue." — Sarika Agrawal, Vice President, Solutions, BEA Systems The Shirman Group helped BEA identify new solutions that could drive substantial…

42 Rules for Growing Enterprise Revenue provides practical ideas and proven strategies that boost B2B sales by making every aspect of your business more relevant to customers. The rules cover critical concepts, including:

  • Making “Mattering to Customers” your company’s core competence
  • Pursuing markets where you’re most relevant
    Cultivating Customer collaboration
  • Defining value and relevance using the customers context
  • Using solutions and industry specialization to increase relevance
  • Putting customer relevance into practice through your sales channels

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