Resources

Optimizing Your Go-To-Market Structure Download Printer-Friendly Version To support sales and go-to-market agility, you must have an organizational structure and business model that can adapt quickly to demand changes. When you consider how complex and fragmented industries such as manufacturing and construction tend to be, adopting an agile sales infrastructure can be quite a challenge.…

Improving Data Visibility Download Printer-Friendly Version Business leaders are relying on data more than ever to help them identify new growth opportunities, forecast more accurately, and adjust selling strategies. Unfortunately, B2B companies do not have a single, simple resource that provides clean data on-demand to help make strategic decisions. Many B2B sales reps also are…

Getting a Better Sales Return Download Printer-Friendly Version More time with customers During tough times, business leaders tend to search for areas where they can reduce costs and drive a better return on investment. When resources are finite, sales leaders strive to find ways to hit ongoing growth and margin goals with reduced budgets and…

Cultivating a Sales Mindset Download Printer-Friendly Version A critical behavioral concept is skill versus will.1 This is one of the most difficult challenges for any sales manager seeking to motivate and inspire their sales team. You can invest time and energy into tools and systems that support the sales process and invest in training to…

Adopting Customer-Centric Selling Download Printer-Friendly Version Recent market studies reveal dramatic changes in today’s purchasing journey for B2B buyers, along with some unprecedented predictions for how things will evolve over the next five years. The future of sales requires even more agility, and this trend is only going to continue. According to research by Gartner,…