Last week I talked about how important it is to hire the right person for the right job. And then once you’ve got your team in place, use a talent review to evaluate each position periodically and adjust personnel, as needed, in order to keep getting optimal performance from each person. This week, let’s assume […]
From cost reduction and sale increases to better risk management and improved customer service, the reasons to outsource are numerous and growing.
The specialist vs. generalist debate is a decades-old argument with published research dating back to the 1970s. In the past, the prevailing trend leaned toward generalists, the logic being if one has a “jack of all trades” sales team, they can speak to any buyer and not risk losing potential business. Once considered sound logic […]
According to a recent survey, the majority of B2B buyers actually do not prefer a face-to-face meeting and in response, more than 50 percent of B2B sales jobs are now inside sales.
If you rely on B2B sales as your primary source of revenue, the only constant in 2016 for you was change. Acknowledging that transformation is constant is vital for success, but how prepared are you to capitalize on what’s to come in 2017?
Location intelligence will impact retail field sales strategies both pre-launch and post-launch. Should you invest?
I recently purchased a new bed, which means I must also venture down the beaten path for new bedding. The Barney blanket I am currently sporting just won’t do long term; and even my four year old is in agreement with this sentiment. Whew, I cannot believe our household has finally outgrown Barney (now, when […]
For many companies, managing underserved products, markets or sales channels becomes a business challenge preventing them from achieving their financial goals, both short- and long-term. A common but not widely known solution to these challenges comes from dedicated and fully managed sales models provided by Sales Outsourcing companies. These companies function to simultaneously solve concerns […]
Apple iPhone 4’s Slogan is “This Changes Everything. Again.”; It Certainly Changed My Perspective… My cell phone evidently heard the news that the iPhone 4 was being released. Thinking it might be replaced, my phone decided to cause a stir. First, it started vibrating incessantly; then the keypad stopped working; and then the light that […]