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Sales

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Complex Sales

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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ABM execution costs

The Right Measures of Accountability Matter

Traditionally, employees are taught that if they designed a tight system and measured everything that could be measured, they would have enough accountability. If everyone did everything they were supposed

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Manage by Metric graph

Managing by Metrics

Importance of Managing by Metrics In his book “The End of Marketing as We Know It”, Sergio Zyman, then Chief Marketing Officer of Coca Cola, spells out his success in

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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

Read More »

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

Read More »
ABM execution costs

The Right Measures of Accountability Matter

Traditionally, employees are taught that if they designed a tight system and measured everything that could be measured, they would have enough accountability. If everyone did everything they were supposed to do and did it well, they were assured of success. Well, now we know that doesn’t work. In fact, it’s a prescription for failure!

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These Five Factors Are 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

Read More »
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