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Strategy
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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...

Preparing Your Sales Team for a Shift From On-Prem to Cloud

“Curiosity killed the cat” is an old proverb used to warn of the dangers of unnecessary investigation or experimentation. Now, replace “curiosity” with “complacency,” and this new phrase will resonate with many businesses that cease to exist. In 2000, Reed Hastings...

Accelerating Revenue by Improving the Sales Team’s Agility

In the world of a sales enablement leader, the primary goal is to keep the sales team efficient and effective. How that goal gets accomplished occurs with consistent resegmenting of the customer base, cleansing the pipeline, and accurately forecasting changes...

A Deal Desk Is the Secret to Maximizing Efficiency for Your Sales Teams

As a sales leader, you are always looking for ways to make your team more productive. At the end of the day, you want your sales team to be data-driven, you want them to react in real-time, and you want...

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...

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...

As a Product Leader, Are You Regularly Engaging the Sales Team in Product Ideation?

A product leader at a recent client of mine expressed a frustration that most product leaders can relate to. His organization had recently invested heavily in developing a new product that targeted a growing segment of the company’s customer base....

Ending Sales Team Resistance to Your Pricing Initiatives

A sales rep’s mind can be their worst enemy when it comes to pricing initiatives. You have probably heard the comments in the hall-way and board rooms. “We don’t have good products/solutions to command those types of prices”. “My customer...

Sales Team Coordination – the Missing Link in Implementing a Customer Experience Framework

A coordinated sales team is absolutely critical to implementing a superior customer experience framework for the following three reasons: Superior Customer Experience is proven to drive more revenue Setting up a Structure of Farmer Account Manager with an Inside Customer Success Manager...

How to Kill a Sales Team in 90 Days

In as little as one quarter, sales and morale are down. You are considering abandoning the process. Yet last year, the sales management program you did implement is producing results. You followed the same program with sales process as you...
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