Proven Steps to Inspire Confidence and Seize New Growth, by W. Chan Kim and Renée Mauborgne.
Five ways to strenghten strategy in times of uncertainty. By Martin Reeves.
Sellers must understand and be competent in three different dimensions if they want to win over executive buyers.
By Frank V. Cespedes, Jay Galeota and Michael Wong
If you want your team to bring your strategy to life, work closely with sales leaders and their teams to help them see how their decisions, focus, and specific behaviors make the strategy succeed or fail.
Sales effort allocation has a large impact on sales and profits, sometimes more than increasing the quantity and/or quality of effort.
Your sales team is the public face of your company. They project your brand, connect with decision makers, and close deals.
When dysfunction and disarray make their jobs tougher, salespeople lose their edge. They lose heart, they go rogue, they go elsewhere. The funnel gets leakier, and costs keep rising. Revenue goals remain out of reach.
What’s the secret to keeping sales reps sharp, motivated, and effective? How can you ensure they’re performing at their peak?
You now understand that strategy is about making choices. It’s about increasing the odds of success, and combining rigor and creativity. Your strategy is your operating plan. And strategic alignment makes sure all the functional strategies operate in harmony. Now it’s time to review six steps to achieving alignment with your revenue growth strategy.
Course correcting is an invaluable skill for entrepreneurs. It’s one of those skills that you either learn willingly or it drags you along with it, kicking and screaming the whole way. If you’re not course-correcting, you’re not taking enough risks. To be an entrepreneur is to live surrounded by risk. Risks are the name of the game in business in general.
The staff of Entrepreneur Media Inc. guides you through some strategies you can use to improve your sales presentations and close more sales. When your cold calls and follow-up efforts have paid off, and you’ve made an appointment to visit a qualified prospect in person and make a sales presentation, how can you make sure your presentation is a success?
Selling has always been more about the buyer than the seller. So any effective sales model must adapt to changing buying protocols, not ignore or resist them. This is a big transition for firms whose marketing, sales-training and enablement tools, and wider organizational processes reflect outdated assumptions about purchasing in their markets.