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Strategy
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How to Increase Deal Sizes, Improve Win Rates and Shorten Sales Cycles

Joining us for today’s show is Bill Griffin, an Executive Vice President of Global Sales who knows how to Make the Number. Today’s topic is about winning more deals, winning bigger deals, and winning them faster. Bill uses the How...

The #1 Contributor to Long Sales Cycles – Stage Reversion

Our clients are almost always surprised by this finding when we dig into the data and illustrate how much selling time is lost by stage reversion. The top 3 reasons why this happens are: Management isn’t actively looking for this phenomenon Management doesn’t...

Why the Sales and Marketing Functions Need to Care About Product Lifecycle Management (PLM)

How often do you hear sales and marketing teams being critical of the product portfolio? Your products! It is easy for people to sit in the cheap seats and judge. But why does it continue to happen? Ironically, it’s because...

Changing Sales Channels As a Product Moves Along Its Life Cycle

Your sales channel options range from low-cost, low-touch self-service to high-cost, high-touch field sales. Your product life cycle follows a predictable, four-phase path. It is critical to align your sales channel strategy to your product life cycle. As your product matures,...

Changing Sales Channels As a Product Moves Along Its Life Cycle

Your sales channel options range from low-cost, low-touch self-service to high-cost, high-touch field sales. Your product life cycle follows a predictable, four-phase path. It is critical to align your sales channel strategy to your product life cycle. As your product matures,...

Increasing Employee Engagement in the Sales Department through Employee Life Cycle Marketing

Do you have a hard time getting the sales team to adopt new things? If so, clickhereand listen to this podcast for a solution. It is an interview withKim Mitchell, the Chief People Officer at Renaissance Learning, the world leader in...

Case Study: Increasing Employee Engagement in the Sales Department Through Employee Life Cycle Marketing

If so, click here and listen to this podcast for a solution to this problem. It is an interview with Kim Mitchell, the Chief People Officer at Renaissance Learning, the world leader in cloud based assessment, teaching, and learning solutions. Kim...

CMOs: How Are You Aligning With Sales to Execute the Annual Plan?

No one disputes the importance of Sales and Marketing alignment, especially in today’s uncertain environment. However, the challenge lies in developing a successful interlock process around annual planning that still allows both organizations the agency to complete detailed domain-specific plans. In...

How Best-In-Class Sales Leaders Recover From a First Half Revenue Miss

If you’re like most Sales Leaders we’ve worked with, you’re glad the first half is behind us. You are also trying to figure out how to make up lost ground. We’ve found the two most effective ways to recover from...

How to Shape Your Sales Motions Using a Data-Driven Framework

As you continually work on fine-tuning your sales organization, how can you best ensure that every prospect interaction contributes to a cohesive customer narrative that, ultimately, maximizes your sales? Through our work helping leading companies grow their revenue year after...
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