Babette Ten Haken
JULY 16, 2020
Smart companies like yours focus on getting it right, the first time. As one area changes, the complexity of other outcomes are impacted. Who in your organization understands how critical complexity is to client success and retention? What happens when everyone understands, together?
Score More Sales
APRIL 11, 2014
Smart companies in nearly every industry are building out strong inside sales teams now. The Leadership Summit is a wonderful time to meet up with others passionate about the sales profession, and in particular, the niche of inside sales.
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Pipeliner
MAY 31, 2020
Add the loss of momentum, corporate knowledge, and customer relationships to make attrition rates something that smart companies pay a lot of attention to. By paying below industry standards, you set yourself up for all the pratfalls that accompany high attrition, and that is for the ones that take your offer, to begin with.
Braveheart Sales
SEPTEMBER 23, 2021
Of course, smart companies play the arbitrage game: When costs are rising, pass along the price increases as quickly as you can while you try to delay accepting the cost increases from your suppliers as long as possible. However, if your higher cost inputs are commodities, freight, energy, etc., Sincerely, Brand X.
Cincom Smart Selling
JANUARY 27, 2015
Smart companies don’t have software initiatives; they have business initiatives that drive software purchases. Another Cincom customer, a maker of industrial cranes, realized the perils of piecemeal and chose a similar platform approach. In a four-year period, this company consolidated more than 40 systems into less than seven.
Sales and Marketing Management
JUNE 1, 2018
Optimove’s Amit Bivas, who pinned marketers’ success to their ability to tell stories, says storytelling was at the core of how companies went to market for decades until the recent emergence of data and customer intelligence began to overwhelm us. Get them proficient with more marketing technologies? Hone their creativity or intuition?
Sales Hacker
AUGUST 28, 2018
Industry research consistently shows that buyers want the same easy experience they now routinely enjoy in their private life. A number of industry pundits have even gone so far as to presage “the death of the B2B salesman.”. So what should smart sales teams do to take advantage of these findings?
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