Developing Effective Value Propositions

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December 14, 2012

You’ve just taken a new job at a consumer products manufacturer, selling animal health products to the mass market….

Project Managing the Successful Team Sale

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November 20, 2012

You’re about to sell your largest customer on a new consumer product, recently launched. You’ve built a detailed account plan….

Personalized Sales Coaching

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October 15, 2012

In our third and final POV on sales coaching, we’ll take a look at behavioral coaching techniques – the “art” of coaching…

Field Coaching Fundamentals

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October 15, 2012

Universally, sales representatives disdain sales managers who show up physically, but remain absent in spirit:

Sales Coaching: To Bear Fruit, Get Back to the Basics

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October 10, 2012

If you’re like most sales professionals, your inbox is crammed with the latest and greatest coaching secrets. Each year, hundreds of books and workshops promise new techniques:

Who Cares About CRM Adoption by the Sales Force?

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October 8, 2012

A number of years ago we were talking to a Director of Sales Operations about Customer Relationship Management (CRM) and Sales Force Automation (SFA) software when he said:

Research Brief: Annual Sales Kickoff Meetings

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September 20, 2012

How do large sales organizations plan for effective annual sales meetings? This Research Initiative examined meeting planning best practices for organizations that hold annual sales meetings. Areas of inquiry included meeting objectives, themes, planning practices, and overall meeting effectiveness.

Customer Marketing in the Consumer Packaged Goods Industry – The Essential Ingredient for Sales Success

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Symmetrics
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August 15, 2012

For CPG companies, a good customer marketing department is essential for building high-impact strategies and messaging that conveys maximum value about a company’s products and services to retailers. This team can also be called upon to act as skilled mediators between sellers and marketers, two groups often in a state of conflict. Does This Sound Read More >

A Go-To-Market Strategy Primer

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July 17, 2012

A company’s go-to-market (GTM) strategy is one of the most important levers to improve key business outcomes. At its core, a GTM strategy is the way a company aligns to the evolving needs of its customers – it is the interface at which the company sells to and serves its customer base and interacts with Read More >