LSA Global

MAY 8, 2023

Redwood Shores, CA – LSA Global, the leading business consulting, coaching, and training firm that helps fast growth life science, technology, and service companies by powerfully aligning their culture and talent with strategy, today announced results for a Sales Leadership Workshop for a leading Industrial Technology Company focused on ensuring sales (..)

Sales 36

Sales Sales Sales Management B2B 36

Kevin Eikenberry

MARCH 13, 2016

By Tim Sanders Making sales, especially in the B2B environment, is tougher and more complex than ever. If you are involved in B2B sales at all, you would certainly agree with that assertion. That is the opening salvo from Tim Sanders in his new book. In this book, Sanders takes that fact and does two […].

Sales 40

Sales Sales B2B Sales Management 40

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. Assess, Evaluate & Improve.

Change Management 52

Change Management Sales Sales Manager 52

Vantage Circle

JANUARY 19, 2023

Traditional: Finding your ideal audience ment cold calls, scouting directories, attending conferences and knocking door to door in every office building Modern: Today's audience for B2B buyers can be found online and on social platforms. Traditional: Engaging prospects included phone calls, e-mails and scheduled calls.

Sales 105

Sales Sales Compensation Travel 105

Peter Winick

MARCH 16, 2023

And I am very I’ve been focused for the last seven months on more of a B2C audience trying to get my Amazon sales, my Amazon reviews, trying to share people about my book and things like that. I haven’t been thinking about bulk sales or the corporate sales or B2B stuff.

Scaling 130

Scaling Real Estate Sales Sales 130

15Five

MARCH 28, 2018

Vijay, for example, may have had a stellar sales year, but that doesn’t automatically mean he’s the right person for the new sales manager position. The independence and extreme competitiveness that achieved sales success may not be helpful when it’s time to strategize, coach, and motivate a dispersed sales team.

Sales 63

Sales Sales Diversity Performance Management 63

LSA Global

NOVEMBER 16, 2022

Product-Oriented versus Customer-Oriented Experienced sales managers know that their team’s sales presentations should orient their messages toward the customer rather than the product. Yet research shows that salespeople regularly stumble headlong into a product-oriented approach when making sales presentations.

Sales 36

Sales Sales B2B Sales Management 36

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. This leads to an ineffective emphasis on product features and benefits rather than client value.

Sales 36

Sales Sales B2B Revenue 36

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

JANUARY 21, 2015

How well is your company managing its sales pipeline? Research conducted by Vantage Point Performance and the Sales Management Association revealed that 44% of executives think their organization is ineffective at managing theirs. Train sales managers on pipeline management.

Revenue 15

Revenue Sales Sales Sales Management 15

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 22

Sales Sales B2B B2C 22

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 15

Sales Sales B2B Accounts 15

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

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.

Sales 22

Sales Sales B2B Sales Management 22

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 15

Media Sales Sales Benefits 15

Harvard Business Review

JULY 8, 2016

And it provides hard data on what resource allocations and which behaviors – such as collaboration between generalist and specialist reps – correlate with better sales outcomes. More than 70% of reps changed their behavior after receiving insights from the tool.

Sales 15

Sales Sales Software Sales Management 15

Harvard Business Review

AUGUST 3, 2017

To motivate, manage, and reward B2B salespeople, many companies use sales incentive plans that link large commissions or bonuses to individual results metrics, such as territory quota achievement. New Sales Management and Culture.

Sales 16

Sales Sales Compensation Metrics 16

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. So here's how to get out of it: Put your customer's Procurement people in a bind of their own.

SaaS 13

SaaS B2B Software Revenue 13

Harvard Business Review

JUNE 1, 2018

A Fortune 250 B2B company spent a quarter of a million dollars trying to solve the wrong problem. A new product line had failed, and the company believed the problem was either poor product delivery times or lack of effort by the sales force. Over 150 B2B salespeople were involved in the research. This company isn’t alone.

Sales 8

Sales Sales Marketing B2B 8

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. We’ve also seen an increase in importance of network performance at the manager level.

Sales 15

Sales Sales Compensation Compliance 15

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.

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

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 11 of I media is a B2B marketing and media technology company. He goes, okay, well, looks like you got the job. I go, which I did. I just get a job. Bill Sherman Did I just sign up for it? Yeah, because. I need to go to the Middle East. Do you want to go?

Accounts 177

Accounts Media Sales Sales 177

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.

Sales 62

Sales Sales Balance Sheet B2B 62