Walk Me

JULY 19, 2022

Communication and relationships are key to sales employees understanding the benefits of change management processes within their organization, leading them to buy in to change. Sales managers can easily express the advantages of change management when these elements are in place. Stage One: Planning For Change.

Change Management 52

Change Management Sales Sales Manager 52

LSA Global

MARCH 18, 2022

Savvy sales managers and leaders invest heavily in growing current strategic accounts. 3 Sales Context Tips to Increase Revenue from Existing Customers Outperforming B2B sales organizations ensure that their sales strategy and sales culture are defined and aligned to grow existing strategic accounts.

Revenue 36

Revenue Sales Sales Accounts 36

Harvard Business Review

APRIL 25, 2014

Digital channels have upended the well-trod ruts of sales and marketing organizations — already, nearly a third of all B2B purchases are done digitally. All of this increased complexity means sales leaders must rethink how they source leads, manage pipelines, and sell more effectively.

Sales 15

Sales Sales ROI Marketing 15

Harvard Business Review

JULY 29, 2013

We spoke with Mike Moorman, a senior leader in ZS Associates'' B2B sales and marketing practice and a leading authority on sales management, about how inside sales (which refers to sales positions done remotely from headquarters, without face-to-face meetings with clients) is transforming the way that B2B companies interact with their customers.

Sales 11

Sales Sales B2B Accounts 11

Harvard Business Review

JULY 31, 2012

While B2C companies have become adept at mining the petabytes of transactional and other purchasing data that consumers generate as they interact online, B2B sales organizations have only recently begun to use big data to inform overall strategy and tailor sales pitches for specific customers in real time.

Sales 15

Sales Sales B2B B2C 15

Harvard Business Review

FEBRUARY 8, 2011

Our B2B Sales Index contains data on the sales process activities and time signatures of more than 10,000 sales reps across all major geographic markets and industries. Recently, we took a look at how the time signature of sales reps has changed over the past five years. On the surface, this seems like grim news.

Sales 16

Sales Sales B2B Sales Management 16

Harvard Business Review

JULY 8, 2016

Customer relationship management software revolutionized how companies manage their sales pipelines. It also allowed organizations to communicate and coordinate more effectively across large sales account teams. Now a new breed of software applications is reshaping sales force management.

Sales 11

Sales Sales Software Sales Management 11

Harvard Business Review

JANUARY 9, 2014

Even in sales, network performance now accounts for about 44% of the impact. On the most effective sales teams, particularly B2B, the individual no longer reigns supreme. The goal was to help sales reps exchange information about complex accounts. In one account alone, the improvements have driven $3.5

Sales 14

Sales Sales Compensation Compliance 14

Harvard Business Review

NOVEMBER 28, 2012

There's no better place to get a sense of the potential downside of social media for business than in B2B sales environments. Sales managers are under a lot of pressure to get their reps to exploit interactive online technologies to the max, but that's a lot easier said than done.

Media 11

Media Sales Sales Benefits 11

Harvard Business Review

APRIL 10, 2013

The personal connection is equally important in B2B as B2C sales — so long as you are not just competing on price and there is risk in the purchase decision, prospects will always be inclined to buy from someone they feel they know, like, and trust. As a sales rep, your social media accounts are a gold mine of data.

Sales 8

Sales Sales B2C B2B 8

Harvard Business Review

DECEMBER 4, 2017

It’s common for leaders of sales teams to focus almost exclusively on short-term tactics and current operations while failing to think and act in a way that supports the longer-term needs of their businesses — and it’s hard to fault them. Splunk , a San Francisco-based B2B software firm, is a case in point.

Sales 8

Sales Sales Recruitment Sales Management 8

Harvard Business Review

DECEMBER 4, 2017

It’s common for leaders of sales teams to focus almost exclusively on short-term tactics and current operations while failing to think and act in a way that supports the longer-term needs of their businesses — and it’s hard to fault them. Splunk , a San Francisco-based B2B software firm, is a case in point.

Sales 8

Sales Sales Recruitment Sales Management 8

Peter Winick

FEBRUARY 3, 2025

He outlines his “GREAT” frameworkGratitude, Resilience, Empathy, Accountability, and Transparencyessential traits for leaders facing demographic shifts, technological disruptions, and cultural divides. It’s easy to say, hey, I’ve got this great sales account, whatever. It’s easy to be comfortable.

Accounts 171

Accounts Media Sales Sales 171

LSA Global

APRIL 21, 2025

Are you fostering a growth mindset during new hire orientation to build an adaptive and high-performing sales culture ? Collaboration Across Functions In most B2B sales environments, selling is a team sport. Are you teaching your sales reps how to think beyond their own self-interests and toward aligned organizational success?

Sales 61

Sales Sales Balance Sheet B2B 61