Are You Sure You Are Targeting The Right...
The tough global economic climate has exacerbated one factor: the sharp rise in the amount of consensus needed across a customer organization to close deals. Not only is this factor extending sales cycle times in B2B markets, but it’s also increasing the risk of deals stalling. [[MORE]]Today, there are no more single decision-makers as sellers must increasingly gain collective,...
Sales Strategy Fundamentals
A sound sales strategy: Focuses Sales Force attention on attractive market segments that value the company’s offering; Tailors the value proposition and the sales process to each market segment’s specific needs; Defines cost-efficient sales processes that communicate the value that the offering creates for customers; Helps salespeople develop business relationships that benefit...
Sales Strategy: A Practical Definition
You can state you have a sound sales strategy in place when you know: Who your customers and prospects are; What your value proposition is; and How the selling is done. A sales strategy articulates the activities that need to occur between the company and its customers and prospects with the goal of understanding customer needs and demonstrating the company’s products’ and...
Shaping a Best-In-Class Sales Organization
According to the Sales Executive Council, world-class sales organizations are built on these 4 foundations: Strategy and Customer Management Sales Process and Productivity Sales Talent Management Metrics and Rewards Real-world organizations usually fall short of excellence because they show gaps in one or more of the above mentioned critical domains.
First-Line Sales Managers Do Matter. Surprised?
Well, it’s a no-brainer. In any sales organization, first-line sales managers play a pivotal role. A good sales manager selects, builds, leads, manages, and rewards the team. The manager succeeds when all of his/her people succeed. And yet, sales managers aren’t usually paid for their team management activities, but for the revenue and profit results they deliver. Those results are...