Business leaders understand the importance of effective selling, but they are faced with a rapidly changing environment around how customers engage and buy, as well as new competitors who are going to market in different ways. This is due to four major trends that are affecting how sales forces work.
It’s time to transform the sales force by merging these new trends with the still powerful, traditional sales force levers of customer targeting, time on task, and messaging. A dedicated program to address sales strategy and effectiveness can drive significant impact in as little as four weeks. Focused frontline transformation efforts can:
There are many untapped opportunities to increase sales efficiency and effectiveness. Solving key strategic, operational, and organizational sales issues can help businesses thrive in challenging environments.
Companies spend a significant share of revenues on sales. Improving sales effectiveness can directly translate into additional revenues. It can also free up resources that can be used to create value elsewhere in the business.
The sales function is strongly linked with other company functions, such as marketing and services. True sales transformation requires behavioral changes among managers and staff in these areas. Reducing complexity across the organization can lead significant growth.
As companies shift to remote work, their inside sales teams can become a critical resource with an expanded role within the organization.
Insights from the lifetime customer value/customer acquisition cost (LTV/CAC) ratio help guide the investment and operation decisions of subscription businesses.
For the past several years, “digital attackers” have been working quietly to disrupt the sales cycle.
Digital B2B sales champions excel in seven specific areas, offering a useful guide for other companies looking to redesign their own B2B sales initiatives.
