Moonshots for Commercial Leadership FollowFollow As commercial leaders, we often find ourselves bogged down in the weeds of operations, with difficulty to look beyond the next reporting call, management meeting or ongoing technology implementation. The Revenue Engine...
What Commercial Executives Say Is Holding Back Inside Sales FollowFollow Adoption of Inside Sales is growing 15x faster than field sales and the balance between the two is expected to move towards a 50/50 equilibrium in the coming years. A development that has most...
If sales and marketing work best in teams, why are they split into different functions? FollowFollow Separate sales and marketing functions has been the standard organizing principle for the commercial organisation since they first came to light. Sales would sell and...
The future of human-led sales interactions FollowFollow Sales organisations will need to find their feet in a new normal. The new normal is shaped by a shift that has been underway for quite some time but the speed of change has been greatly accelerated by the recent...
The New Imperative For Salesforce Development FollowFollow Current meeting and travel restrictions are changing more than the way B2B companies sell (from field sales heavy to mixed used of digital, virtual, and face-to-face interactions). It is creating a new...
The Hidden Elements of B2B Sales Success FollowFollow 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...
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