by Peter Jansen | Apr 24, 2020 | CHANGE & LEADERSHIP, COMMERCIAL EXCELLENCE, STRATEGY & LEADERSHIP, TOPFEATURED
Measuring sales success is simple (ability to hit sales & margin targets), but getting there is more tricky, as illustrated by the fact that the share of B2B sales rep meeting sales targets has been on a 5-year decline. Successful sales-people & organisations...
by Peter Jansen | Apr 22, 2020 | CHANGE & LEADERSHIP, COMMERCIAL EXCELLENCE, STRATEGY & LEADERSHIP, TOPFEATURED, TopRightFeature (2nd part)
Commercial leaders need to succeed with many things, but one in particular; Profitable growth. In a B2B context, one of the key transformation levers they are pulling to achieve this, is the transformation of the sales force from field sales heavy (selling primarily...
by Peter Jansen | Mar 13, 2020 | CHANGE & LEADERSHIP, COMMERCIAL EXCELLENCE, STRATEGY & LEADERSHIP, TOPFEATURED
After the longest economic expansion in recent history, business leaders are now faced with some initial indications that the economic tides might be turning. The experienced leader will have seen it before and know that a potential recession like those before will...
by Peter Jansen | Sep 16, 2019 | MARKETING, MARKETING FEATURED, TOPFEATURED
The new playbook for commercial organizations is tearing down Siloes between Marketing, Sales & Customer Success As Technology has changed how customers behave and how companies can respond to this behaviour, there is now a need to create better alignment across...
by Peter Jansen | Aug 26, 2019 | ButtomLeft (3rd part), MARKETING
It is no news to companies that alignment between marketing and sales tend to be an exception rather than the rule. However, only a few are aware of a successful arrangement could generate up to 208% more revenue. Additionally, aligned teams often see over 30% higher...
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