Harvard Business Review

JANUARY 21, 2015

Research conducted by Vantage Point Performance and the Sales Management Association revealed that 44% of executives think their organization is ineffective at managing theirs. The survey included 62 B2B companies, 39% of which have revenue greater than $1 billion and 37% of which have revenue greater than $250 million.)

Revenue 15

Revenue Sales Sales Sales Management 15

LSA Global

MARCH 17, 2025

Yet, most sales reps struggle to truly understand the needs and challenges of their buyers. B2B sales success starts with knowing what matters most to your ideal target clients and why. We know from project postmortem data that high-performing sales reps: Plan daily activities around high-value tasks.

Sales 36

Sales Sales B2B Revenue 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

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. In the few years since the system has been in place, cross-sales have increased, cycle times have declined, and conversion rates have gone up.

Sales 14

Sales Sales Compensation Compliance 14

Harvard Business Review

DECEMBER 13, 2012

Product "rationalization" is all well and good, but you've probably already figured out that it puts you, the sales manager, in a serious bind. Your B2B company probably used to offer products to meet every conceivable customer need. There was a time when I routinely advised companies to trade revenue for profits.

SaaS 8

SaaS Software B2B Revenue 8

Peter Winick

AUGUST 21, 2023

As the Founder of Box of Crayons, Michael ensured the company benefitted from his best-selling books and reputation, but also ensured the sales training could stand without him. He shares both the B2B and B2C strategy that is allowing him to work 1 hour a month for Box of Crayons without the company falling apart in his absence.

Marketing 130

Marketing Sales Sales Revenue 130

Peter Winick

NOVEMBER 10, 2022

Where we tend to put our energy and efforts in and I think is where you are as well, Tony, is in the B2B side, on the enterprise side. From a sales person’s perspective, what we’d love to do is to have the sales manager, their fellow salespeople and customers, their customer giving feedback.

Sales 130

Sales Sales Scaling Marketing 130

Peter Winick

FEBRUARY 3, 2025

Rajeev Kapur You’re a new international sales manager. So think about sales. Like I in my business, I don’t try to measure revenue on a regular basis. I try to measure what’s all the activity that leads to the revenue, right? So 11 of I media is a B2B marketing and media technology company.

Accounts 184

Accounts Media Sales Sales 184