Harvard Business
MARCH 17, 2017
Most executives recognize a need for their sales team to act as consultants and sell “solutions.” ” But many CEOs would be shocked at how poorly their sales teams execute on the strategy of consultative selling. I’ve sat through many sales calls like this, and trust me it isn’t pretty.
Markovitz Consulting
MAY 1, 2019
For example, the global chemical company Chermours used process mining to analyze their order-to-cash process: It took the process mining effort four months to uncover how the actual process was performing (not just what the ERP documentation stated). Gee, that sounds terrific.
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Harvard Business
JUNE 7, 2018
It traced much of the cause to a mismatch between its sales incentives and pricing strategy. The manufacturer was compensating sales representatives based solely on how much revenue they generated. invest in ongoing development of capabilities among the sales and pricing teams through training and tools.
1 to 1
MAY 9, 2013
A chemical manufacturer with a solid customer listening program noticed an uptick in complaints about pricing. It learned that some distributors were selling chemicals for applications in markets better served by off-the-shelf, commodity products. scientists to help innovative clients discover new applications for the chemicals).
Management Consulted
APRIL 2, 2017
Deloitte has received many awards such as Best Employer in the Middle East, Best Consulting Firm, and the Middle East Training & Development Excellence award. Saber Management Consulting: Headquartered in Lebanon and with offices across the Middle East, Saber Middle East is a vibrant Consulting and Training firm. bravo Deloitte!).
Management Consulted
DECEMBER 11, 2016
Though the firm’s background is exclusively in pricing, in more recent years it has been breaking into other practice areas such as strategy, marketing, and sales. In 1996, Simon-Kucher opened an office in Boston and began to put more of a focus on its other three practice areas: strategy, marketing, and sales. Practice Areas.
MishTalk
MAY 21, 2014
Given all the media hype about the severe shortage of skills in the US and the need for more education and training, inquiring minds may be interested in alternative views. That job ended when Chase and Chemical merged. I was on a project at US Bank in Minneapolis involving a merger or sale of a Piper Jeffrey trading system.
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