Tag: sales operations

3 Paths to Organizational Alignment — Leading to Sustainable Revenue Performance

3 Paths to Organizational Alignment — Leading to Sustainable Revenue Performance

At my alma mater, every Baylor Bear — student, professor, athlete, fan and spectator — acts with respect, support and
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SUCCESSFUL DATA-DRIVEN SELLING ORGANIZATIONS FOCUS ON PEOPLE — NOT TECHNOLOGY

SUCCESSFUL DATA-DRIVEN SELLING ORGANIZATIONS FOCUS ON PEOPLE — NOT TECHNOLOGY

In the early 2000s, Oakland Athletics general manager Billy Beane and assistant general manager Peter Brand replaced all their star
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Reuniting Your Salesforce: 3 Ways to Make Realtime Count

Reuniting Your Salesforce: 3 Ways to Make Realtime Count

Sales teams are ready to make it real again. Whether your teams are reuniting for a face-to-face sales kickoff event
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THE VALUE PROPOSITION FORMULA TO WIN AN UNFAIR SHARE™ OF THE MARKET

THE VALUE PROPOSITION FORMULA TO WIN AN UNFAIR SHARE™ OF THE MARKET

As most sophisticated selling organizations know: A value proposition is an essential sales enablement tool. At its simplest, this is
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The Golden Rule of Buyer Retention

The Golden Rule of Buyer Retention

Buyer retention is vital to the revenue performance of your selling organization. Compared to prospecting new buyers, retaining 5% more
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Communicate Price Increases

THIS IS HOW YOUR CUSTOMERS WANT YOU TO COMMUNICATE PRICE INCREASES

“U.S. Inflation Rate Accelerates to a 40-Year High of 7.5%.” “Strong consumer demand and pandemic-related supply constraints continued to push
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What Is the Point of Meeting Buyers In-Person Anymore?

What Is the Point of Meeting Buyers In-Person Anymore?

B2B virtual selling has become so commonplace and necessary today that we often forget about the benefits of meeting with
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Paul Stansik on How the Chief Reminding Officer Approach Will Elevate Your Sales Kickoff

Paul Stansik on How the Chief Reminding Officer Approach Will Elevate Your Sales Kickoff

Sales kickoffs present an opportunity to reset and refocus the team on what matters most. They inject energy into the
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Sales Leaders’ Tip Sheet for Talking to Product Management Teams

Sales Leaders’ Tip Sheet for Talking to Product Management Teams

The sales team walks a unique line between their B2B organization and the buyer. This means salespeople have direct access
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3 Timeless B2B Selling Lessons From 2021

3 Timeless B2B Selling Lessons From 2021

Change permeates our marketplaces. Yet since early 2020, the pace of change has accelerated. As a result, the B2B selling
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