Markets and customer expectations have changed overnight. You can plan to execute a sales transformation the right way or you should plan to fail. These are the 7 Steps you can't skip:
The world of sales is changing. Here are 10 sales facts you need to know to stay ahead of the game.
What does your sales organization have in common with the average diet? Here is advice to tip the scale in the other direction.
Is your sales organization struggling? Here are 6 changes you can make to lift performance.
Corporate mergers are often sold to investors and Wall Street on the illusory promise of cross-selling synergies. Often as a result of a merger, the marketing and sales organizations are charged with delivering growth through the combined portfolio of products and solutions.
Why is it so difficult for organizations to realize these synergies? Two major factors that influence success are: 1) whether organizations re-think the alignment of their sales organizations to customers and markets post-merger, and 2) whether sales teams have put in place effective Account Planning processes to capitalize on cross-sell opportunities.
One of the primary challenges we see when working with sales teams—regardless of industry, size, sophistication, or geography – is a disproportionate focus on the seller and his products and services. Our goal is to change this and help sales reps understand why, and how, the focus must shift to the buyer and her buying environment.