What They Don’t Teach You About Prospecting
There is no easy button in sales. Prospecting is hard, emotionally draining work, and it is the price you have to pay to earn...
It’s Time for Joint Business Planning 2.0
Over the last decade, joint business planning (JBP) between trading partners has been all the rage. Largely enabled by increasingly sophisticated category management powered...
How to Measure Sales Fitness
Despite the plethora of martech and sales enablement technologies now on the market, most sales teams are still performing at sub-optimal levels. With all...
3 Reasons Why Your Sales Team Isn’t Generating More Leads (And How to Fix...
More than 40 percent of salespeople claim that lead prospecting is often more difficult than qualifying and closing the actual deal. This could be...
Key B2B Sales Challenges for Supply Chain Companies
The supply chain is the engine of the global economy. When products don’t move smoothly and seamlessly between manufacturer and end-user, they become exponentially...
3 Tips to Boost Customer Retention and Growth
Would you like to increase your company’s profits by 25 percent or more this year? If so, that’s a lofty goal. It may surprise...
Using Predictive Analytics to Define the Leads That Matter
Defining leads that matter is key to any sales and marketing strategy, but how do you pinpoint those golden customers? After all, it may...
Applying the 4-Drive Model
Kurt Nelson recently leveraged the 4-Drive Model with a global pharmaceutical firm that needed to revamp their sales incentive trips. The firm historically offered...
5 Simple Choices That the Best Sales Managers Make
Many people think sales management is complicated and mysterious, that there's some unknowable process to becoming a great sales manager, or that great sales...
How To Boost Client Retention – Without Customer Service or Account Reps
It’s well-known that keeping customers is much more cost-effective and profitable than securing new clients. Harvard Business Review estimated that customer acquisition is 5...
