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Sales

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Complex Sales

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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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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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

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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 driving Coca Cola to the number one beverage company in the world by managing by metrics. At a time before cloud based services, Sergio tracked

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hand with pen pointing to graph that shows sales growth

Use Intelligent Sales Data to Grow Sales

Salespeople often complain about the amount of data they are given and ask when and how they are supposed to use this data. This article highlights the importance of Intelligent Sales Data. Overloading people with data can be just as useless as giving them none. Not only does it waste time, it also it focuses

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