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…
Is it the beginning of the end of the traditional territory-based sales model? The prominent geographic driven sales segmentation is fading. Watch the 30-minute on-demand webinar as we cover how to optimize sales models in this new reality and how to apply data-driven sales motions for faster sales cycles and greater ROI.
With the cost of customer acquisition generally estimated to run 3X to 25X that of cross-selling, the economics of cross-selling are compelling. Cross-selling at scale requires consistent and disciplined processes for consolidating data and insight, identifying white space and creating and converting demand…
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.
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 […]
Digital disruptors are winning by reducing friction, driving customer loyalty and cross-sell. How traditional industry players can fight back…
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 […]
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 […]
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 […]
The single question that I get asked the most as a Sales Operations lead is “When?!” In today’s tangled web of sales stack tools, data and analytics, sales leaders want to know “how quickly can we can install all the new shiny sales tools?” But instead of asking when, the first question should be “Are […]