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

Today’s companies are investing large sums of time and money in product superiority and differentiation, sometimes losing sight that long-term enterprise value is far more commonly created by go-to-market excellence. Through 25+ years of experience supporting go-to-market strategies, we’ve found that companies who focus on go-to-market and thoughtfully match their product-markets with well-designed and operated channels generate more value over the long run.

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 […]

The Last Mile Opportunity Whitepaper

Digital disruptors are winning by reducing friction, driving customer loyalty and cross-sell. How traditional industry players can fight back…

Should You Fire Your Sales Force?

Ok, maybe firing the entire sales force is a little radical. But wait…put yourself in the shoes of a product exec trying to grow her business unit within a mid- to large-size enterprise. Here is what many, many executives are experiencing in the digital transformation of the four Ps — product, price, promotion, place: Digital […]

AI for Marketers Executive Guide

DOWNLOAD THE GUIDE HI (Human Intelligence) + AI: Combining the Elements for Greater Marketing Conversions If you’re telling yourself, “AI is too advanced for my marketing team so I’m better off waiting until next year to look into it,” go ahead and download this guide. Inside these pages we bust AI myths, share some AI […]

Sales Prioritization: Turning Art Into Science

The art of selling parallels the discipline of time management. Selling, like time management, is knowing how to prioritize and manage your time. Today, most sellers go through a manual process to figure out who to touch, when to do it, and what to say on a monthly, weekly, and daily basis. Yet, artificial intelligence […]