At the beginning of each fiscal year, many organizations hold a sales kick-off meeting (SKO). It typically brings together sales professionals, sales leaders, and their colleagues in areas like marketing and customer success.
Tag: sales strategy
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Training Industry, Inc. and ValueSelling Associates have released a new research report investigating the perceptions of buyers in business-to-business vendor relationships.
As the race to the customer heats up, sellers risk losing their focus. The customer must still be part of the inside sales equation. Making this happen requires an inside sales approach that keeps the customer’s needs central to the conversation.
Existing organizational structures, built from the industrial revolution, no longer meet our needs. Instead, they exert a debilitating gravitational pull on the very people who need to change and adopt.
Here are some important steps you can take to align your customer-facing teams and move on to more profitable business.
Too many organizations focus on motivation directly. This method doesn’t work as well as simply driving value for customers.
As executives adjust their organizations’ business strategy to stay competitive, their sales forces must also change to keep pace.
This study of 397 respondents from companies with formal strategic account management organizations reveals that top performers operate very differently than others to achieve much stronger results and has important implications for sales training...
"The Ronco Veg-o-Matic is the one kitchen appliance you'll wonder how you ever did without! It slices, it dices, and so much more!"
A compelling conversation about "sales enablement" is unfolding among thought leaders in sales and marketing. The initial emphasis on sales enablement grew out of what "Harvard Business Review" calls "the notoriously fraught relationship between sales...