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...
Brand, Demand, Deal – a framework for agile marketing FollowFollow How marketing can organize around the three imperatives for revenue marketing? While Marketing in BTB companies should be going into a golden age due to the digitization of the buyer journey and the...
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...
Virtual Selling: How to succeed with the transformation FollowFollow 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...
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