Predicting the Future

Warren
Shiver

April 2, 2014

We often ask sales leaders and professionals to “call the ball” 30, 60, 90 days in advance. Given the approaching close of the fiscal first quarter for many companies, sales forecasts – and most often, missed forecasts – have been a frequent topic over the past several weeks. Sales leaders and executives place significant effort Read More >

Millennials in the C-Suite

Hope
Eyre

March 29, 2014

In the spring of 2000, when the dot-com era was at its peak, and everyone in Silicon Valley was having such a good time that it was easy to ignore the tug of impending economic gravity, I was working as a business developer for SAP, the German ERP software giant. SAP, in business since the Read More >

The Changing Nature of B2B Sales

Hope
Eyre

February 11, 2014

I’ve been reading a lot about the changing nature of B2B sales: journal articles, blogs, research reports, white papers, opinion from training companies and consulting firms, you name it. Exactly how the world of B2B sales is changing, what’s causing it and how sellers must adapt (or die, presumably) is subject to very broad interpretation. Read More >

Creating a Cutting-Edge Sales Approach

Symmetrics
Group

February 6, 2014

High-Tech | Insight Selling Our client wanted to cut through the technical complexity of its products and lead with relevant, data-driven customer insights.

Reflecting the Customer in the Sales Organization

Symmetrics
Group

February 5, 2014

Financial Software | Customer Centrism Our client felt distanced from its diverse customer base. It wanted to re-familiarize the sales organization with its customers, and assess the resulting on the sales process and activities.

Reinvigorating a Beloved Global Hospitality Brand

Symmetrics
Group

February 2, 2014

Hospitality | Sales Messaging & Value Proposition Sales teams of this global hospitality leader were re-energized around their brand thanks to engaging internal selling stories.