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Thursday, October 1st, 2015
What did companies prioritise? The first section of the report reveals that, at the overall level, Relationship & value building (farming) takes top priority. However, it is not an emphatic victory – it comes out on top because half the respondents rated it in their top three. People & competencies is a strong second overall and Brand & proposition completes…
Monday, July 6th, 2015
Nick de Cent, Editor of the International Journal of Sales Transformation, recommends Sales Growth: Five Proven Strategies From The World’s Sales Leaders is by those bright sparks at McKinsey. Authors Thomas Baumgartner, Homayoun Hatami and Jon Vander Ark offer a practical blue-print for achieving this goal based around what world-class sales executives are doing to find and capture growth and…
Monday, July 6th, 2015
Nick Christian, managing director of Turnstone Sales, says: “Behind The Cloud by Marc Benioff is a very interesting insight into the growth and strategy of one of the world’s most disruptive and successful businesses (salesforce.com). Really strong sales insight delivered in a practical and, at times humorous way. It’s not a heavy academic paper, but a really easy-to-read book with…
Sunday, July 5th, 2015
Head of sales for global snacks company Mondelez International, Andy Tosney talks about how simplification and standardisation of sales processes is transforming the organisation and delivering a powerful boost to company revenues. Andy Tosney is passionate about what he does…. “I’ve never had a day in my life when I’ve woken up and not wanted to go to work. I…
Sunday, July 5th, 2015
As buying behaviour becomes more sophisticated, presales has emerged as a vital engine in the sales pipeline, argues McKinsey & Co. At a time when CEOs are on a constant quest for growth, there is a promising but often overlooked capability available close to home: presales. Building on our analysis of what drives performance in our book Sales Growth, we…
Sunday, July 5th, 2015
If you’re involved in complex sales in a B2B environment, your most significant competitor is almost certainly not another vendor, but the status quo. According to the latest findings from Sirius Decisions, Sales Benchmark Index and many other respected researchers, an increasingly common outcome for even well-qualified sales opportunities is not a win, or a competitive loss, but a decision…
Wednesday, July 1st, 2015
MCKINSEY ANALYSIS OF THE TOP 1,000 US…
Sunday, April 12th, 2015
Nick de Cent, Editor of the International Journal of Sales Transformation, recommends the latest book by Frank V Cespedes of Harvard Business School. Aligning Strategy and Sales – the choices, systems, and behaviors that drive effective selling is for any senior executive who wants to understand why they need to address the gap between their company’s sales efforts and strategy….
Sunday, April 12th, 2015
Dr Javier Marcos-Cuevas, Senior Lecturer in Sales Performance at the Centre for Strategic Marketing and Sales, Cranfield School of Management, recommends From Selling To Co-Creating: New trends, practices and tools to upgrade your sales force by Regis Lemmens, Bill Donaldson and Javier Marcos, published in 2014 by BIS Publishers, Amsterdam. He says: “From Selling to Co-Creating is for sales executives…
Saturday, April 11th, 2015
Harvard Business School’s Dr Frank Cespedes tells Nick de Cent why strategy is even more relevant in an era of constant change. NdeC: Does strategy still work in an era of constant change? What is the role of a business strategy in these conditions? FC: Some now say that strategy is less important – and may, in fact, be an…
Saturday, April 11th, 2015
Organisations need to understand how selling is evolving and to involve sales leadership in developing strategies to thrive in the new environment. Summary Professional selling is undergoing significant and unprecedented change that, in turn, profoundly impacts the role of the professional salesperson. Change has always been part of professional selling; however, the scale and speed of that change has…
Saturday, April 11th, 2015
Todd Snelgrove on how customer intelligence can help you define your strategic approach to value, with a choice of two approaches. As salespeople, we need to use our understanding of the customer, and each decision maker within a customer, to decide what drives them professionally and personally and to know which sales strategy is best suited to engage them in…
Saturday, April 11th, 2015
Truly understanding the customer underpinned the success of this hugely complex mega-deal. We talk to William Mills of Atos about how information really is power. Succeeding in a sales environment sometimes means turning over long-cherished beliefs such as: all negative thoughts are destructive. It was this ability to embrace the problems when creating a bid for new business that enabled…
Tuesday, April 7th, 2015
When Geoffrey Moore published the first edition of Crossing the Chasm over 20 years ago, it rapidly became a B2B sales and marketing classic – rated by Inc. magazine as one of the top-ten marketing books of all time. Moore’s focus on the behavioural chasm that exists between innovators and pragmatist buyers was a revelation to a generation of technology…
Tuesday, April 7th, 2015
US companies spend, annually, on sales efforts…
