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Strategy
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Lead Management – Enabling Your Sales Team with Technology

Traditional CRMs are excellent at optimizing opportunity management, but their lead management functionality is often lacking due to the ad hoc nature of lead management. This results in BRD teams tracking their prospecting activity outside of the system in a...

Sizing a Channels Sales Team as Part of Channel Management

There are several reasons for the lack of proper partner coverage: Margin pressure from discount structure and overall channel team cost Accelerated signing of new partners Large percentage of poor performing partners Acquisition related additions of many partners at once No use of sizing and...

How Leading CMOs Build Teams That Make the Number

CMOs commonly struggle with talent issues across marketing functions, more so than their counterparts in sales. Being the benevolent leaders that they are, CMOs often explain this as a consequence of marketeers requiring deeper role specialization, technical skill requirements, data...

6 Ways to Make Change Management Less Excruciating

To say that change is difficult is an understatement. It explains why some of us are still proudly wearing the hole-ridden t-shirt they’ve had since college (guilty as charged). In a work environment, change is even harder. Especially when you’re...

The Market Has Changed—Is Your Sales Team Aligned to New Opportunities?

How has your market opportunity evolved in today’s world, and how has your organization reacted? You want to align your sales team to the opportunity and ensure that they are equipped to go after the top accounts. If you cannot...

The Deal Desk Is Not Enough – Why a Commercial Management Cadence is Critical

Your Q2 plan has been impacted by the most significant economic disruption that any of us have ever seen. Everything changed in what was seemingly the blink of an eye. New deal flow has dried up, and the velocity of...

Do’s and Don’ts of People Management from a Turnaround CEO

Too often, CEOs make the mistake of relying on HR to own the most critical piece of any transformation — people management. In his final segment on leading turnarounds, David Ratner, CEO of HYAS, shares why CEOs must stay at the...

How to Launch a Global Account Management Program Without Getting Your Pockets Picked

It is the start of 2020, a new year for your organization. You are just getting back from vacation, coming into a flurry of activity. Last year probably had some ups and downs, but you are ready for a new...

Mobilize Your Team to Your Long-Term Vision with Your 2020 GTM Plan

Studies have shown that up to 90% of strategies fail to implement. The key reason for lack of implementation comes down to business execution and the inability to mobilize the entire organization towards a common outcome. You probably read a...

Implement an Account Management Process Before It’s Too Late

Why Look at the Account Management Process? As a sales leader, you have a significant role in driving company growth. If you have an even moderate concentration of revenue in a relatively small number of customers, you are likely to...
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