5 Key Account Coverage Trends in MedTech

Increased market complexity has solidified the requirement to incorporate multi-channel account strategies and programs into commercial organizations for MedTech companies. Here are 5 key trends in building account partnerships and collaborations.

The #1 Go-to-Market Imperative for Each Revenue Leader

We combine the number one go-to-market strategy in 2022 for each revenue leader (CMO, CRO, CXO) with tactical ‘go-do’s’ to get rolling.

Enabling Strategic Agility Through Sales Compensation

Increasingly, sales compensation — often considered largely an operational initiative—must become a key element of go-to-market strategy. Download the framework for a detailed look at 3 go-do’s to ensure your compensation program supports collaborative, strategic imperatives.

Are Geographic Sales Territories Dying?

As the COVID impact increases remote working, virtual conference calls, and online purchasing, sales leaders need to be asking a simple question: Should we actually eliminate geographic territories? The simple answer is “No, but…..”.  We all must recognize that for >100 years the entire DNA of the sales profession has been based on geography.  Whether business-to-business selling, wholesale distribution…

Reboot Sales Territories: Rethinking Geographic Territory-Based Sales Models

Augmenting geographic-centric planning with more industry and market-centric expertise and context will be critical in the post-coronavirus era. Watch our on-demand webinar as we cover how to reboot sales territories to optimize sales models and apply data-driven sales motions for faster sales cycles and greater ROI.

Cross-Selling at Scale – Optimizing Your Sales and Marketing Motions for Account Growth

With the cost of customer acquisition generally estimated to run 3X to 25X that of cross-selling, the economics of cross-selling is compelling. Download the simplified framework and get four imperatives to cross-selling at scale.

Choosing, Building, and Enabling Routes-to-Market for High Performance

Companies that focus on go-to-market and match their routes-to-market with well-designed and operated channels generate more value. Download the framework to get a 7-step approach to designing a channel-centric strategy, and checklist for the 6 critical go-do’s when embarking on a channel redesign.

If Customer Centricity Is So Important, Why Do So Many Businesses Struggle to Get It Right?

Customer centricity has never been more important to the success of both B2B and B2C companies. In just a few clicks, today’s customers have the power to shop around for the best price, compare features and even consult customer and influencer testimonials. The shift in power over the last decade is pronounced. Customers may have […]

Overcoming 3 Barriers to Create a Data-Driven Sales Culture​

We’ve seen three common barriers that impede the successful adoption of data-driven insights by your sales channels. Download the framework for 10 go-do’s to break through these adoption barriers and drive revenue growth.

The Last Mile Opportunity Whitepaper

Digital disruptors are winning by reducing friction, driving customer loyalty, and cross-selling. Download the whitepaper to learn how traditional industry players can fight back.