Highlights from the Changing Role of Sales, Compliments of Big Pharma

Warren
Shiver

September 29, 2014

A great article in the WSJ (“Drug Firms Divert Pitch to Hospitals”) outlines how pharmaceutical sales reps are increasingly calling on hospital administrators as opposed to Doctors. The following graphic nicely summarizes this trend: We don’t do a lot of work with pharma sales teams ourselves, but we see similar trends in other industries, especially Read More >

Mo Bunnell: Effective Tools for Changing Habits

Symmetrics
Group

September 22, 2014

For a long time, Mo Bunnell carried around an 1899 silver dollar that had once belonged to his grandfather. If you’d seen Mo’s daily ritual of clutching the coin in his palm every morning and then slipping it into his pocket, you might have guessed he was superstitious, or that he had a touch of Read More >

One Thing Seasoned Sales Reps Should Never Stop Doing…

David
Szen

September 19, 2014

The life of a sales professional can be a very busy one, depending upon how many accounts you must handle, prospecting, managing your sales funnel, travel, growing existing customers, and living some form of a life. Many sales professionals have the chance to earn a very high income, because if they get all of this Read More >

Overworked, Overwhelmed, and Just Plain Over It?

Joni
Santos

September 12, 2014

Let’s face it… most of us need to work for one reason or another. Some of us like to work, some of us don’t. But regardless of your personal feelings about your current employment situation (and that pesky need to pay bills), we all have a basic desire to be successful – to be a Read More >

Lessons in Growth for Mid-Sized CPG Firms

Symmetrics
Group

September 2, 2014

Small CPG Firms Are Stealing Share from Industry Giants: What’s the Sales Lesson for Mid-Size Players? By Symmetrics Group CPG Giants have scale. Small firms have agility. what can mid-sized players learn from the market dynamics between the two? Once a quarter Clorox, the $5.6B icon of the household products industry, publishes an internal magazine Read More >

Becoming Quotable

Rachel
Cavallo

September 2, 2014

Today, I read an article whose headline suggested it would tell me why some movie lines are more quotable than others. I thought I could learn something useful that might apply to my world. I could uncover the formula that would transform sales presentations from dull and boring to memorable and quotable… the possibilities! Unfortunately, Read More >

Inside Sales – Key Skills (Part 2)

David
Szen

September 2, 2014

My last post discussed how inside sales continues to experience a roller coaster of acceptance within organizations and highlighted some common challenges that organizations face with inside sales teams. This post takes the topic a step further and examines what organizations can do to increase the effectiveness of a company’s inside sales efforts. Making inside Read More >

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 >