Harvard Business

DECEMBER 11, 2018

Thomas Steenburgh, a marketing professor at the University of Virginia Darden School of Business, was inspired by his early career at Xerox to discover why firms with stellar sales and R&D departments still struggle to sell new innovations. ” Download this podcast.

Productivity 40

Productivity Sales Training Training 40

LSA Global

JULY 16, 2021

Do the Math Trying to define high performing sales territories that are balanced, and consistently high producing is the source of many a sales manager’s headaches. There are so many ways to slice and dice sales territories but, however you do it, there is one constant – it should reflect real data.

Sales 36

Sales How To Data Culture 36

LSA Global

OCTOBER 1, 2022

Not All Sales Leadership Scenarios Are of Equal Value Top sales leaders outperform their peers when it matters most. Knowing how to handle specific sales leadership scenarios can make the difference between sales success and failure for big deals and for sales team engagement.

Sales 28

Sales Leadership Strategy Strategy 28

LSA Global

JUNE 21, 2022

Confidence in Sales Experienced sales managers know that their sales teams need competence and confidence to succeed. Sales team confidence needs to be high. Here’s a research study from our microlearning experts that we weave into our customized business sales training workshops that answers that question.

Sales 36

Sales Research Study Training 36

Jerry Fletcher

JUNE 6, 2020

Automagic Marketing. That’s what I used to call the kind of marketing that pushed the limits on georaphy. To me, the promise of automated marketing was a kind of magic. The sign-up form automatically puts the contact data into a list and sends out a message to the inquirer’s e-mail so they can download the information.

Marketing 59

Marketing Consulting Engineering Media 59

LSA Global

NOVEMBER 25, 2019

Unfortunately when they do focus on growth strategies even the best solution sellers and sales leaders can fall prey to the pervasive sales growth myths. Three Sales Growth Myths to Overcome. Three Sales Growth Myths to Overcome. Sales Myth #1 – Creating New Customers, Products, and Services Is Always Best.

Sales 36

Sales Industry Productivity Strategy 36

LSA Global

MAY 5, 2020

Every High Performing Sales Leader. Being a high performing sales leader is not easy. Sales leaders are responsible for building and scaling the sales team, designing meaningful compensation plans, training and onboarding new hires, and simultaneously meeting quarterly revenue and margin targets.

Sales 36

Sales Culture System Talent 36

Kai Davis

JANUARY 26, 2023

You can download the book in epub, mobi, and PDF with all 25 articles from 12 authors and watch the six expert roundtable videos on YouTube with almost five hours of content. You can download a zip file of the book and watch the videos on YouTube. The Independent Consulting Manual is now 100% free. All for free.

Consulting 40

Consulting Video Sales Travel 40

Business Consulting Agency

JANUARY 18, 2024

Top 20 Home-Based Business Ideas E-commerce Store Overview: Setting up an online store and selling products has become increasingly popular. Statistics: E-commerce sales in the US reached $365.2 of total global retail sales by 2021 (Statista). Statistics: The virtual assistant market is expected to reach $13.4

Research 52

Research Media Retail Deloitte 52

LSA Global

AUGUST 25, 2020

Is It Time to Pivot Your Sales Strategy? Are you and your sales team agile enough? You will find out just how quickly you can pivot your sales strategy and your sales team when a crisis occurs. Do you need to pivot your sales strategy or sales approach? 3 Steps to Pivot Your Sales Strategy During a Crisis.

Sales 36

Sales Strategy Strategy Strategy& 36

LSA Global

MARCH 15, 2020

Every Sales Team Would Like to Convert Sales Leads Faster. Your sales conversion rate measures the effectiveness of your sales team at turning sales leads into new customers. It measures how often your sales reps are turning prospects into real business. New sales leads grow cold surprisingly fast.

Sales 36

Sales Case Study Case Studies Metrics 36

LSA Global

JANUARY 15, 2024

A Strategic Guide to Territory Management and Account Management Much like a chessboard where each move matters, sales leaders must carefully orchestrate sales strategies to optimize revenue growth, profitability, and customer satisfaction. What Is Sales Territory Management? When Do Sales Territories Make Sense?

Management 28

Management Sales Pharmaceuticals Training 28

LSA Global

FEBRUARY 13, 2020

Do you know how to design an effective sales kickoff? What would make your sales kickoff high performing? Unfortunately, not enough people know how to design an effective sales kickoff – one that you and your sales team find valuable and worth their time. Six Tips on How to Design an Effective Sales Kickoff.

Sales 36

Sales How To Bain Methodologies 36

Consulting Matters

JANUARY 15, 2020

Therefore, you need to create marketing routines that consistently generate leads and future clients into your pipeline. Marketing has one job – to get qualified leads to know who you are and be interested in having a conversation with you. To attract the right people into your sales funnel, you have to know who they are.

How To 227

How To Training Training Consulting 227

LSA Global

JANUARY 8, 2020

High Performers Excel at Difficult Sales Scenarios. As carefully as you plan your sales calls , realize that some will inevitably go awry. Handling specific sales situations well becomes a test of sales experience, resilience, and creativity. High Performing Salespeople Prepare to Handle Five Difficult Sales Scenarios.

Sales 36

Sales Meeting Culture Research 36

LSA Global

JANUARY 19, 2021

Frustrated by Disappointing Sales Training Results? If you are frustrated by the results of your business sales training investment, you are not alone. Lots of sales leaders feel the same way. Only 1-in-5 sales training participants change their on-the-job behavior or performance from standalone sales training.

Training 36

Training Training Sales ROI 36

LSA Global

JUNE 11, 2018

Missed Sales Opportunities. Heaven knows, with the increase in competition and expectations it’s hard enough to hit sales quotas on a regular basis. But it’s near impossible if you are guilty of some of the most common missed sales opportunities even the most seasoned solution sellers make. The Top 4 Missed Sales Opportunities.

Sales 34

Sales B2B Research Industry 34

LSA Global

APRIL 10, 2020

High performing B2B social sellers build relationships on digital platforms and turn online connections into offline sales conversations and long-term customer relationships. LinkedIn’s recent State of Sales report found that 62% of B2B decision makers look for an informative LinkedIn profile when considering talking with a sales rep.

Sales 36

Sales B2B Metrics Case Study 36

Consulting Matters

AUGUST 6, 2018

Download Episode Transcript. and how the work is accomplished, the flow by which products and services are created and delivered (e.g., I have two children. When they were small, they used to go to daycare. What this meant in practicality to me was: two kids + daycare = many fevers and visits to the doctor’s office.

System 216

System Consulting Enterprise Recruiting 216

LSA Global

JANUARY 28, 2019

Top 4 Sales Leadership Mistakes to Avoid – Complex Sales Can Be Complicated. You have a product or solution; you find a likely prospect that appreciates your offering; you add value; and you negotiate the deal. Are your sales reps fully prepped to win? Are your sales reps fully prepped to win?

Sales 28

Sales Leadership Methodologies Research 28

LSA Global

AUGUST 14, 2018

High Performance Sales Needs High Performance Sales Planning. If you want better sales performance, you need better sales planning. The goal for most sales teams is pretty straightforward – grow profitable sales. It takes a clear go to market sales strategy combined with a sales plan to make it happen.

Sales 34

Sales Metrics Strategy Strategy 34

LSA Global

AUGUST 28, 2019

Sales Training without Reinforcement Should Be Unacceptable. Based upon over 800 sales training measurement projects, we know that sales training by itself – even if it is highly customized – only changes the on-the-job behavior and performance of 1-in-5 sales reps. Sales training reinforcement.

Sales 28

Sales Training Training Methodologies 28

Consulting Matters

MARCH 16, 2023

And the ways that you can deliver that value framed up in compelling products and services. And you need a marketing system. The first client opportunity I got after launching my website came from a referral, but my perception of the value of what I did dramatically shifted, along with my sales skills. The market responds.

Consulting 156

Consulting Media Sales Marketing 156

LSA Global

MAY 6, 2024

It was trying to stand apart by offering everyday low prices on a wide range of products. Every major player in the discount chain market can make that claim. Leading companies stay ahead of the curve by continually innovating their products, services, business practices , or business model.

Strategy 36

Strategy Strategy Strategy& Company 36

LSA Global

AUGUST 20, 2019

All companies seek to experience high sales growth. A recent McKinsey study of more than 1,000 companies identified five meaningful things that distinguish fast-growing sales organizations from their lagging peers. Four Ways to Unlock High Sales Growth for Your Company. Why Do Some Companies Grow Profitably While Others Stall?

Sales 28

Sales Company How To McKinsey 28

LSA Global

OCTOBER 11, 2019

What Is a Sales Playbook? Like a playbook in sports that plans for the most frequent and most important in-game situations, a sales playbook is a unique collection of sales scenarios, strategies, plans, tactics, and tools to help a sales team consistently win when the stakes are high. Sales Strategy. Sales Culture.

Sales 28

Sales How To Tools Sports 28

Buzzsprout

MARCH 28, 2024

It's an excellent time to learn how to harness this medium whether you're a podcaster selling ad space, or a brand looking to promote your product. Podcasts are a versatile advertising channel that can work for anyone with a clear message and a strong marketing strategy (more on this later). Host-read ads v.

Advertising 75

Advertising Tools ROI Productivity 75

LSA Global

APRIL 26, 2023

As a consultative solution seller , you have been working hard and using all the sales tools available. Based upon data from our sales leadership simulation assessment, top solution sellers consistently do a few key things to win bigger deals. Do your sellers follow your sales process or their customers’ buying process?

B2B 36

B2B Sales Tools Training 36

Consulting Matters

DECEMBER 16, 2022

They get super aspirational in their marketing, thinking that they will attract clients who want to create purpose-driven, people-centered organizations. It provides mission and purpose, brand, vision, goals, desired customer experience, products, and service offerings. They get aggressive or shameless self-promot-y.

Consulting 156

Consulting System Sales Meeting 156

LSA Global

OCTOBER 4, 2022

And now, sales leaders face increased competitive, inflationary, and recessionary pressures coupled with a massive shift in employee and customer expectations. And now, sales leaders face increased competitive, inflationary, and recessionary pressures coupled with a massive shift in employee and customer expectations.

Intellectual Property 36

Intellectual Property Sales Culture Talent 36

Tom Spencer

AUGUST 17, 2015

It can be used to evaluate the marketing strategy for a product. The pricing strategy that a company employs will affect its market share and profitability. Is the pricing appropriate given the product’s quality and relative position within the market? Is the product a low cost commodity or differentiated?

Analysis 60

Analysis Case Interview Interviews Advertising 60

LSA Global

MARCH 15, 2021

Cross-selling involves purposefully marketing and selling additional value-added products and services to existing customers that complement what they have already purchased or are considering buying. A Mistake that Too Many Sales Leaders Make Intuitively, cross-selling makes sense. Why Increase Cross – selling?

How To 36

How To Sales Productivity Training 36

Tom Spencer

AUGUST 18, 2015

To understand which activities provide a company with a competitive advantage, either through cost advantage or product differentiation, it is helpful to separate operations into a series of value-generating activities referred to as “the value chain”.

Analysis 60

Analysis Case Interview Interviews Operations 60

Tom Spencer

APRIL 17, 2014

The profitability framework can help executives, consultants and entrepreneurs to diagnose and respond to falling prices, declining sales volume, or rising costs. revenue, price per unit, units sold, product mix, segment mix, and gross margins) you will be able to discover the source of declining profitability. Product line.

Sales 104

Sales Balance Sheet Examples Operations 104

Rick Conlow

MARCH 22, 2023

Websites that are unresponsive or marketed products that are unavailable. Research shows us that the top service companies have higher sales growth and profits over time. Download this complimentary guide: The Customer has the Power. Dinosaur service policies that do not help. Confusing service options on websites.

Survey 98

Survey Training Training Bain 98

LSA Global

JUNE 18, 2020

For those struggling with how to stand apart from the pack, the encouraging news is that Gartner Research reports that over 50 percent of customer loyalty is driven by how you sell – more than the impact of your brand, product, service, and price combined. The Sales Challenge. Let’s start with the current state of sales.

Sales 36

Sales Training Training Culture 36

Consulting Matters

JANUARY 13, 2020

Clear strategy - with identified ideal client, marketable and differentiated expertise, compelling products/services that are profitable and scalable and so on. A smart marketing system that consistently fills your pipeline with clients. For Reflection: What sneaky ways is your fear showing up? as little as 90 days.

Development 194

Development Training Training Examples 194