by Thomas Boerve | Dec 28, 2019 | FEATURED, SALES, SALES FEATURED, TopLeftFeature (2nd part)
While “consultative selling” has been a hot topic for decades now, the truth of the story is that very few organisations have really needed it and even less ever gotten around to really practice it. Between most B2B organisations, the majority of buying and selling...
by Thomas Boerve | Dec 19, 2019 | SALES, SALES FEATURED, TOPFEATURED, TopRightFeature (2nd part)
For many years, the typical medicine for declining revenue growth in B2B organisations was quite simple; improve salesforce capabilities through training, enablement, and coaching to grow sales. But with average sales rep performance on a 5-year decline, despite an...
by Mikkel Bach-Andersen | Dec 10, 2019 | BottomLeftFfeature (2nd part), MARKETING, MARKETING FEATURED
While 100 days might be an arbitrary time span, it is crucial, with a decrease in CMO tenure and respect from other C-suite members, to quickly establish momentum in order to gain the support needed to drive the long term transformation of the marketing function. Yet,...
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