How Consulting Firms Can Drive Growth Through Targeted Business Development
Sales growth in the consulting industry is under pressure. Costs are rising, and companies are hiring more experts to keep up with demand. But is this enough?
Sales growth in the consulting industry is under pressure. Costs are rising, and companies are hiring more experts to keep up with demand. But is this enough?
Take a look at this Strategic Relationship Management infographic to see how SRM is shifting the sales ecosystem for good.
Sales reps take heed: One of the greatest predictors of your potential underperformance is the feeling that there isn’t enough time in the day.
Today’s buyers are busy and bombarded with outreach—so how do you stand apart from other sellers? Relevant messaging content and strategic processes are key to booking meetings, growing pipeline and impacting KPIs.
During periods of uncertainty, GTM teams must align solutions with buyers’ specific needs and priorities, quickly and at scale. In other words, to grow pipeline in a shaky economy, you need to work faster and smarter.
Over the last fifteen years, I’ve directed dozens of large-scale sales transformation initiatives with companies of all sizes. Here’s one truth I’ve learned: While operational transformations can be tough for any business department, B2B sales organizations often struggle more than others—particularly when implementing new technology.
We asked more than 300 sales execs about which KPIs are commanding their attention, which solution priorities matter most to the effectiveness of their teams, and where they’re seeing the greatest challenges in tackling those priorities. Our goal was to get a better idea of what today’s sales leaders believe...
The Intelligent Enterprise Seller’s Playbook, a framework inspired by the folks at Emergence, can help sales teams instantly recognize winnable deals and spot new opportunities to fill pipeline. The key is real-time data — not just getting a hold of it once, but using it in the right way to...
Sales professionals—and sales leaders in particular—don’t have to accept deal delays during an economic slump. Here are some important strategies to help you successfully safeguard your accounts and maintain pipeline.