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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...

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...

Does Your Marketing Team Match Your Customer Acquisition Strategy?

Marketing team structures too often are remnants from the days of print ad dominance. Sure they’ve evolved, but the core structure is often the same. Modernization has been performed by adding ‘vertical’ skills onto existing structure. Few organizations have retooled....

Aligning Your Sales Team to Your Pricing Strategy

Start with Why, a book written by Simon Senik, touts that you can inspire action by getting people to buy into your purpose. The ‘why’ discussed in the book is philosophical in nature yet has practical application. He explains why...

How The World’s Top CMOs Take Ownership of Customer Lifecycle Management (CLM)

The CMO who exclusively focuses on new lead generation is falling behind the market, their competitors, and their peers. This myopic view only focuses on one stage of the Customer Lifecycle. Conversely, revenue driven CMOs are making massive impacts to...
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