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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.
Tom Spencer
NOVEMBER 1, 2015
The product-market expansion matrix may prove useful in the consulting case interview and is relevant when considering growth strategies. There are four ways that a company can pursue growth: Market penetration: A strategy to increase sales to existing customers and increase market share. (Source: Flickr ).
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LSA Global
APRIL 1, 2021
Does Your Sales Team Know How to Avoid Bad Sales Hires? A good sales hire can successfully do their job. The problem with hiring salespeople is the very fact that they’re salespeople – they are good at persuading sales managers in job interviews that they can do things they can’t.
Consulting Matters
AUGUST 4, 2022
Lee helped me see through this interview that we consultants and coaches don't need a lot of theory and the latest and greatest methods and tools to make a difference with our clients. Download the resource you need to start your consulting or coaching business and refine your message: [link]. Why it's always hard before it's easy.
Management Consulted
AUGUST 21, 2013
Andy had failed a case interview with one firm but had a confirmed chance with McKinsey London, and he didn’t want to walk away without the offer. It also represents an exciting new moment for us – the first in a series of video interviews we’ll be posting on the site. Jenny Rae: Hi Andy, how are you? Jenny Rae: Good.
LSA Global
DECEMBER 12, 2017
High Sales Attrition Can Be a Major Problem. Most studies peg average sales attrition between twenty-five and thirty percent split fairly evenly between voluntary and involuntary attrition. Most studies peg average sales attrition between twenty-five and thirty percent split fairly evenly between voluntary and involuntary attrition.
Tom Spencer
AUGUST 18, 2015
Value Chain Analysis is another tool that may prove useful during the consulting case interview. For more information on consulting interviews, please download “ The HUB’s Guide to Consulting Interviews “ ].
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