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Sales Productivity In the Digital Era

The increasingly blurred line between B2B and B2C has inevitably changed the nature of sales, with customers demanding a more personalized selling process. Salesforce’s “State of the Connected Customer” report

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Five Factors Affecting Revenue Growth

A study by Bain and Company shows an alarming trend: the cost of sales and marketing is growing faster than revenues. Half of the companies surveyed experienced their sales and

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digital selling in the B2B marketplace

B2B Selling in the Era of the Digital Buyer

  The B2B marketplace is evolving faster than ever. In an increasingly automated world, sales representatives must leverage technology and analytics to adapt to changing customer needs and drive higher-value

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sales metrics and KPIs displayed on a laptop screen

Sales Metrics and KPIs in B2B Sales

Optimizing sales productivity requires a top-down approach that synthesizes business sales goals with an individual representative’s daily performance. Sales metrics, specifically key performance indicators, provide visibility into the fundamental factors

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Group of friendly business men and women shaking hands with no friction

Removing Sales Friction in B2B Sales

Factor 2: Sales Process is Buyer Process Research by McKinsey & Company, Bain & Company, and the sales force training firm The Rain Group all show the same thing: Buyers

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Managing an Inside Sales Team During COVID-19

You have an inside sales team who is now working in a distributed manner, due to the COVID-19 pandemic. While many companies have employees who work from home, very few have a fully distributed inside sales organization. The question is how to manage a distributed team and ensure success during the COVID-19 pandemic.  Across the

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Sales Productivity In the Digital Era

The increasingly blurred line between B2B and B2C has inevitably changed the nature of sales, with customers demanding a more personalized selling process. Salesforce’s “State of the Connected Customer” report recently found that 58% of consumers and 77% of B2B buyers believe technology has changed their expectation of how companies should interact with them. As

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Five Factors Affecting Revenue Growth

A study by Bain and Company shows an alarming trend: the cost of sales and marketing is growing faster than revenues. Half of the companies surveyed experienced their sales and marketing costs rising faster than revenues. Ironically, when companies achieved high revenue growth, their costs of sales and marketing, as a percentage of sales, remained

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digital selling in the B2B marketplace

B2B Selling in the Era of the Digital Buyer

  The B2B marketplace is evolving faster than ever. In an increasingly automated world, sales representatives must leverage technology and analytics to adapt to changing customer needs and drive higher-value strategic sales through digital selling. Emerging research from McKinsey shows that B2B sellers often struggle between choosing a great sales force and great digital capabilities.

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sales metrics and KPIs displayed on a laptop screen

Sales Metrics and KPIs in B2B Sales

Optimizing sales productivity requires a top-down approach that synthesizes business sales goals with an individual representative’s daily performance. Sales metrics, specifically key performance indicators, provide visibility into the fundamental factors that ultimately drive sales initiatives and scalable growth.  What are Metrics and KPIs? Sales metrics and key performance indicators (KPIs) are oftentimes used interchangeably, but

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Group of friendly business men and women shaking hands with no friction

Accountable Leadership in a High-Performance Culture

Management often makes the mistake of measuring the performance of individuals based on the belief that strong personal performance leads to strong corporate performance, rather than focusing on accountable leadership. This is true only when management understands all the dynamics in the organization that lead to successful business outcomes, and when the business environment is

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