May 30, 2020 –
Having a full comprehension of customer experience in a digital world is crucial to revenue growth today. This motion requires not only active market listening, but communicating actionable insights across product, service, and channels — all while reducing friction in...MORE >
July 5, 2011 –
The legacy processes are different. The talent is hired biased towards operations. Some of the sales people are ‘washed up’ old operational managers. Heck, sometimes there isn’t even a Sales Leader. Just a couple Sales Managers reporting to the General...MORE >
June 26, 2011 –
Sales people retain less than 15% of knowledge after 90 days if not reinforced. Often times, we hear Sales Managers say they are having an “adoption problem”. They say things like “my reps are not following the plan” or “why...MORE >
June 24, 2011 –
1. The Ratio of sales force size and costs face diminishing returns
Eventually sales costs from increasing sales force size will overwhelm the gain. The relationship between the size of your sales force and its impact on aggregate sales and/or gross...MORE >
June 14, 2011 –
One of the most important pieces of data for a sales force to understand is Market Potential.
Sure, Market Potential is hard to determine and/or expensive to buy. But, a sales force risks compromising every strategic decision that is necessary...MORE >
June 13, 2011 –
The personal sales strategy examples we have seen from ‘A’ players are centered around selling new, unbudgeted items. Unbudgeted items take more effort. And if done properly, create net new value for customers. New value the customer has not realized will assure you of more opportunity to cross sell/upsell...MORE >
June 10, 2011 –
However, the performance review shouldn’t be the only time Competency Metrics show up. They should be tracked and reported on a more frequent basis, say monthly, via sales dashboards. This is done so that a Sales Manager can use the...MORE >
June 7, 2011 –
Here are three time saving benefits a sales consulting firm might provide you:
1- Faster problem diagnosis– sales consulting firms have pre-built diagnostic tools designed to identify the root cause(s) of sales problems. These tools have been used many times and...MORE >
June 2, 2011 –
The questions are:
How are your resources aligned?
Are they the right resources?
Are you single threaded within the account?
When it comes to KAM & GAM, most of the companies competing for the business offer good products and services, so what is the...MORE >
May 31, 2011 –
Problem- Best in class sales forces have recognized how time management is hurting their teams. For example, sales people were meant to be enabled with technology and it certainly does that. It has also become a disabler in the same regard by...MORE >
May 28, 2011 –
You began the journey with some kind of a sales benchmark and agreed on an improvement area from the assessment results. Next, a desired end state objective – usually in the form of increased revenue or decreased cost either of...MORE >
SBI TV episodes bring you Sales and Marketing insights from B2B industry thought leaders and growth experts, on topics like product, pricing, customer experience and success, and go to market. Catch up on new and previous episodes here.