Budget cuts? Lower my expense account but don’t touch my bonus!America’s businesses have trimmed the fat (and then some) from their expenses. The federal government has found a way to (barely) cut spending, cover (for now) its debts and (again, for now) avoid tax increases. With a pending double dip, where can companies cut? Read more
Tuning sales operations for growthOuch. Your sales force just missed another deadline, putting launch of your new product line in jeopardy. What’s wrong? With a broader, end-to-end look at what they are doing, you might just find significant opportunities to help free up more of their time for selling instead of the other necessary activities that aren’t managed most efficiently and may be done elsewhere. Read more
How to convince customers to buy what you’re selling — even if you’re the “little guy”Often a company uses dealers or resellers to get their products to market. Enabling the seller in this situation means influencing someone who does not work for you to deliver your message and sell your product. This makes it more complex for the person responsible for supporting the sales team. Continental Tire has found a way to engage their dealers. Read more
Delivering and measuring customer service: This isn’t rocket science!Sales professionals are unique animals, but typically very competitive and passionate about their roles in organizations. They impart insights to potential customers and steer the prospect towards a decision in favor of their employer. Read more