Effectively Driving Change in the Sales Organization

Kevin
Shea

August 28, 2014

“Winning takes talent, to repeat takes character.” – John Wooden (10 NCAA Men’s Basketball Championships; Seven NCAA Championships in seven consecutive years; Most appearances in Final Four – 16) We have all been engaged in large, game-changing change initiatives that implement new sales strategies, processes, technology, and training with the objective of driving improvements in Read More >

Inside Sales–Why is It So Different? (Part 1)

David
Szen

August 28, 2014

Since the 1990’s, inside sales has continued to experience a roller coaster of acceptance levels within organizations. It comes, it goes, it gets deployed in new ways, it comes in fashion, it goes out of fashion, it gets outsourced, and it gets measured, usually more than any other sales effort. Some companies are highly sophisticated Read More >

How Do We Improve Our Go-to-Market Model And Strategy?

Michael
Perla

August 18, 2014

The title of this blog is a question I often hear from clients … and unfortunately, the answer is usually an “it depends.” The next reasonable question to ask is, “What does it depend on?” Before I discuss some key go-to-market (GTM) considerations, a quick story around a typical situation I often encounter. The client Read More >

Transform vs. Tweak

Warren
Shiver

August 15, 2014

We’ve found recently that many sales training companies use the word “transformation” when they’re really only talking about tweaking the existing organization mostly through training, not holistic transformation. Depending on your case for change and the gap between your capabilities and desired results, rolling out sales training or a new tool might be the perfect Read More >

Win Planning

Symmetrics
Group

August 15, 2014

“It’s not the will to win that matters – everyone has that. It’s the will to prepare to win that matters.” – Paul Bear Bryant, Former University of Alabama football coach (6 national & 13 conference championships) New opportunities are exciting… the next big sale, blowing away quota, commissions….

Maximize Your Sales Training Efforts

Debi
Jackson

August 14, 2014

In my career as a sales training professional, I have seen sales training programs fail time and time again, because they are not reinforced. Participants leave the training eager to leverage new knowledge and test new skills, but if the content is not reinforced, the participants quickly forget what they learned and return to old Read More >

Are Your Reps Getting Enough Feedback?

Per
Torgersen

August 14, 2014

One of my favorite ways to learn about a particular company and role is to ride around with a sales person, meet customers, and truly see the selling process in motion. During the hours of listening and observing, I always like to ask about what kind of feedback the sales person is getting. From my Read More >

Transforming Sales in a Global Investment Management Firm

admin

August 8, 2014

Financial Services | Sales Strategy | Sales & Marketing Integration | Sales Leadership | Sales Force Capability Our client is a global investment management firm dedicated to helping their clients achieve long-term success.

Giving Strategic Accounts the Focus They Need to be Profitable

admin

August 8, 2014

Financial Services | High Tech | Sales Strategy | Sales Force Capability Our client is a $2.5B global software and IT company that provides services to institutions across virtually every segment of the financial services industry.

A Global CPG Company Transforms Their Line Review Process

admin

August 7, 2014

Consumer Packaged Goods | Sales & Marketing Integration | Sales Force Capability Our client, a $7.4B global consumer products company, sells a range of brands across three segments: Outdoor Solutions, Consumer Solutions, and Branded Consumables.

Lessons in Leadership from a Local Legend

Rachel
Cavallo

August 1, 2014

Last month Tennessee lost the winningest high school football coach in state history. For 5 decades, he built programs at 4 different high schools in the Memphis area, and his passing rocked the community – I should know… I grew up there, I cheered on the sidelines for his teams, and like most of us Read More >

What’s All the Talk About Sales Enablement?

Michael
Perla

August 1, 2014

It’s a hot topic, particularly in the world of sales. I often hear VP’s of Sales talk about it and pundits at large. A Google search of “Sales Enablement” returns over 1.1 million results. Everyone wants to be enabled – right? To some people, it also may sound better or more strategic than sales operations. Read More >

If It’s on the Internet, It Must Be True, Right?

Monique
McDonough

July 7, 2014

Sellers are constantly looking for an edge to sell more, faster. But we tend to have short attention spans and want information quickly and in an easy-to-digest format. No time for fluff. Just give me the highlights. That’s what makes the Internet dangerous for sellers. Ten years ago, sellers who were looking for advice on Read More >

Do You Want a Relationship?

Michael
Perla

July 5, 2014

When someone is trying to sell me something, I often ask myself a key question: Does this person want a long-term business relationship with me? If they don’t, they are likely to do anything to sell me – bait-and-switch, a strong hard-sell, using the scarcity principle (e.g., if you don’t buy today, we won’t have Read More >

The Levers of Sales Transformation

Warren
Shiver

June 30, 2014

Michael Perla and I have been researching sales transformations for an upcoming book – what works, what doesn’t, lessons learned, surprises – based on our firm’s consulting experience and through primary research (surveys and interviews) of more than 100 leading sales organizations. One of our observations so far is that there are several “levers” that Read More >

Michael Merlin: Four Non-Sales Best Practices that Add Value to Sales

Symmetrics
Group

June 30, 2014

Selling | Sales Strategy Michael is a Managing Director with the Atlanta-based Hansberger & Merlin at Morgan Stanley, the largest discretionary manager of assets within Morgan Stanley and among the top 10 wealth management teams within the firm.