Third in a series on Sales & Marketing Integration… In many organizations sales and marketing operate unilaterally. Why is that, and how can you focus their energy towards increasing sales and profits? This symbiotic relationship is difficult to manage; a recent study identified several reasons why alignment was such a persistent challenge. The reasons aren’t … read more
In her recent Globe and Mail article Marina Strauss did her usual great job covering the impact, real and imagined, on Canadian retail as more U.S. operators prepare to enter the market. Nordstrom’s legendary customer service was illustrated by the story of an associate who drove 200 kilometers to return a customer’s bag as she … read more
Second in a series on Sales & Marketing Integration… Whether your organization operates in a B2C or B2B environment, whether your company is large or small, or whether you sell products or services, your salespeople are facing exponential change in today’s competitive marketplace. Salespeople have traditionally had a more tactical focus. However, the pace of … read more
1. Play for the long run. You are trying to change behaviour and learn new skills – that takes time and means that the training needs to be on-going and continuous. Ask any professional golfer! Don’t look for “quick fixes” – like only “hooking” your training onto the annual sales conference. It will have a … read more
Route to Market – is your Sales Organization Optimized? When was the last time you reviewed the structure of your Sales Organization? How has the marketplace changed since then? Many Companies review their business strategy on a regular basis, but very few pause to look at the selling environment they are competing in and the appropriateness … read more
Route to Market – is your sales organization optimized? When was the last time you reviewed the structure of your Sales Organization? How has the marketplace changed since then? Many Companies review their business strategy on a regular basis, but very few pause to look at the selling environment they are competing in and the appropriateness … read more
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