LSA Global

DECEMBER 18, 2023

Why B2B Sales Skill Sets Matter The overall commoditization of products combined with the added pressure of shrinking margins and increased customer demands are heightening the need for the right B2B sales skill sets to meet grow targets. This is both a B2B sales skill and a sales mindset.

B2B 36

B2B Sales Training Training 36

LSA Global

JULY 15, 2023

3 New Sales Manager Tips for Success for Your First 90-Days We know from our sales management training that being a high performing solution seller often leads to a promotion to sales management. Unfortunately, experience as a high performing solution seller does not fully prepare sales reps to lead others.

Sales 36

Sales Management Training Training 36

LSA Global

MAY 3, 2018

Pre-Call Sales Planning Meeting Questions Matter. The varied amount and inconsistent quality of pre-call sales planning creates a wonderful opportunity for hungry sales teams to outperform their peers. Buyers Expect More from Sales People. Much of the poor track record comes down to a lack of sales preparation.

Sales 34

Sales Meeting Case Study Case Studies 34

LSA Global

MAY 8, 2023

The cross-selling strategy was part of a strategic sales initiative to grow globally while achieving economies of scale across markets, regions, products, services, and suppliers.

Sales 36

Sales Industry Leadership Company 36

LSA Global

DECEMBER 15, 2021

Are You Confusing Sales Prospects? But, as part of new sales growth strategy to improve recurring revenue, marketing re-packaged the service as a “subscription” and “membership.” Trouble Ahead Unfortunately, it’s all too easy to be guilty of confusing sales prospects. Does this scenario sound familiar?

Sales 36

Sales Productivity Course Marketing 36

1 to 1

AUGUST 30, 2021

The sales world is forever altered, thanks to pandemic-fueled digital transformation across entire enterprises. In the B2B space, where relationships reign supreme, sales organizations found effective and efficient ways to conduct business with a digital-first approach that’s efficient, effective, and won’t go away any time soon.

B2B 29

B2B Sales ROI B2C 29

Business Consulting Agency

JANUARY 17, 2024

Fact: According to a study published in the Journal of Business Chemistry, products developed with precise formulations are 27% more likely to meet or exceed quality expectations. Statistic: The World Economic Forum reports that companies that optimize manufacturing processes experience an average of 40% improvement in operational efficiency.

Productivity 52

Productivity Consulting Boston Consulting Group Efficiency 52

Consulting Matters

DECEMBER 16, 2022

You have to meet them at their point of departure and use your power skills that I'll be sharing in this episode to influence them in a better way. For example, I did a customer assessment for one of my clients, which revealed some horrible feedback about the sales process. At the same time, he was arguing with my report findings.

Consulting 156

Consulting System Sales Meeting 156

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

Business Consulting Agency

JANUARY 11, 2024

Statistic: The Packaging Digest reports that 72% of consumers believe that packaging design influences their purchasing decisions. Regulatory Compliance and Quality Assurance Benefit: Ensuring that the skin care line meets regulatory standards is a priority.

Productivity 52

Productivity Retail McKinsey Trends 52

Tom Spencer

JUNE 9, 2023

As a result, businesses are able to provide recommendations that simultaneously enhance customer satisfaction and increase sales revenue. For example, in industries like finance and accounting, AI-powered systems can process invoices, perform data entry tasks, and generate financial reports with minimal human intervention.

Data 147

Data Operations Efficiency System 147

Johanna Rothman

MARCH 22, 2023

How to Write for Secondary Readers Polly, a program manager, works with her program team to solve a cross-program problem: status reporting. Up until now, Polly and the program team created a monthly status report. Her ideal readers are the teams doing the work, so they can change their demos and reporting frequency.

Report 88

Report Culture Sales Training 88

Business Consulting Agency

FEBRUARY 27, 2024

This not only improves sales but also ensures that retailers can respond swiftly to market demands and trends. According to Statista, global e-commerce sales are expected to reach $6.4 By analyzing sales data, customer feedback, and market trends, consultants help retailers make informed and strategic choices.

Retail 52

Retail Consulting Trends McKinsey 52

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

Harvard Business

NOVEMBER 8, 2016

Outbound B2B sales are becoming less and less effective. In fact, a recent survey found that connecting with a prospect now takes 18 or more phone calls, callback rates are below 1%, and only 24% of outbound sales emails are ever opened. Why are more and more buyers avoiding salespeople during the buying process?

B2B 70

B2B Sales Media Guidelines 70

Consulting Matters

JUNE 17, 2020

Holding people accountable for results is about providing the conditions for an employee to freely choose whether to meet or exceed expectations and experience the resulting consequences (positive or negative) of their choices. It is not about communicating blame, frustration and/or disappointment in a monthly meeting or performance review.

Tools 156

Tools Meeting Sales Leadership 156

1 to 1

DECEMBER 11, 2020

Against this backdrop, the sales cycle continue to get faster, meaning companies looking to prioritize sales acceleration have to be smart – and quick – when it comes to devising and implementing strategies to boost sales. Successful companies are increasingly focusing on digital sales.

Sales 26

Sales Retail Accenture Survey 26

Consulting Matters

FEBRUARY 17, 2020

I started to suspect that I was when I was presenting some difficult feedback to a client about their sales practices. I had sat with over 100 focus group participants and heard story after story about the impact of the company's unethical sales practices on their lives. I didn't realize I was an empath for a long time.

Consulting 207

Consulting Video Energy Case Interview 207

LSA Global

JANUARY 10, 2018

Do You Know What Stops Sales Managers from Coaching? If you are responsible for the performance of your sales team, you must first identify what stops sales managers from coaching so you can systematically remove the big obstacles to their acting as effective coaches. Why Sales Coaching Matters. Too Complicated.

Sales 34

Sales Management Training Training 34

Harvard Business

MAY 22, 2017

So how can you improve your sales skills, especially if you don’t pitch people often? And what should you do if you lose a sale? “Many of them tell me that sales is something they never want to do in their careers.” ” And yet, he says, “Sales is the most fundamental skill.”

Sales 74

Sales How To Case Study Case Studies 74

LSA Global

JULY 15, 2019

High Performing Sales Organizations vs Standard Sales Team Performance. According to a recent CSO research report, only 46% of sales reps are meeting quota, and sales teams are losing ground on 94% of the key sales activities most associated with high sales performance. Sales Process Alignment.

Sales 28

Sales Culture Research Meeting 28

Harvard Business

FEBRUARY 16, 2018

Meetings are notoriously one of organizational life’s most insufferable realities. In a meticulous inventory, we calculated the hours spent in meetings by directors and above across the enterprise (a population of about 500). They collectively spent more than 57,000 hours per year in recurring meetings.

Meeting 53

Meeting How To Government Finance 53

Progressus

NOVEMBER 9, 2023

Companies trying this approach end up becoming frustrated by the number of spreadsheets required to capture the information necessary to generate accurate reporting, complete project analysis and process project billings. This also mandates generating project reports outside of the ERP solution’s report writer.

Resources 52

Resources Report ROI Data 52

Rick Conlow

FEBRUARY 22, 2021

Your team does not want to tell you something that might put them on your “bad side”, so they choose to tell you that which is more likely to land them on your “good side” Getting honest-to-goodness feedback from reports is not as easy as one might think. One sales executive told me he had an open-door policy.

How To 84

How To eBook Leadership Sales 84

Harvard Business

AUGUST 22, 2017

But today’s sales technologies enable companies to measure almost anything, which leads many managers to try to measure everything. As a consequence, managers don’t have a clear sense of what is really driving sales in their business, while salespeople, who are inundated with dozens of metrics, get lost in the day-to-day noise.

Metrics 47

Metrics Sales Software Meeting 47

LSA Global

MARCH 11, 2024

The inconsistencies related to training measurement leave most L&D professionals scrambling to reactively prove the impact of training to justify their training investments before budget and executive team meetings. According to a Forrester report, about 40% of employees and managers are unsatisfied with their current on-the-job training.

Training 36

Training Training How To Metrics 36

Harvard Business

NOVEMBER 23, 2018

In the 2001 recession, total sales for the S&P 500 declined by 9% from its pre-recession peak to its trough 18 months later—almost a year after the recession officially ended. We’ll focus here on what the sales organization should be doing now to prepare for the next recession, with an eye toward using new digital tools.

Sales 51

Sales B2B Tools Software 51

Harvard Business

MARCH 10, 2017

Sales executives with even moderately large, distributed sales forces rely on data to help them understand which activities and behaviors lead to the best outcomes. Yet much of the data from sources such as CRM reporting tools and time studies is self-reported, and thus inherently flawed. Related Video.

Sales 50

Sales Software Productivity Data 50

Harvard Business

JULY 8, 2016

Customer relationship management software revolutionized how companies manage their sales pipelines. It also allowed organizations to communicate and coordinate more effectively across large sales account teams. Now a new breed of software applications is reshaping sales force management. Insight Center. Sponsored by Accenture.

Sales 40

Sales Software Tools Data 40

Business Consulting Agency

SEPTEMBER 30, 2023

E-commerce Boom : The growth of e-commerce and the rise of D2C (Direct-to-Consumer) sales channels create new avenues for market entry. Consultants assist in obtaining necessary certifications and approvals to ensure products meet US standards. Adapting products and marketing strategies to cater to this diversity is crucial.

Marketing 52

Marketing Company Retail Survey 52

Women in Consulting

APRIL 11, 2013

Backed by award-winning services and support teams, Blackbaud’s comprehensive set of Internet solutions, featuring Blackbaud NetCommunity and Blackbaud Sphere eMarketing along with our industry leading peer-to-peer and event fundraising solution, Friends Asking Friends , is designed to meet the evolving needs of nonprofits.

Meeting 69

Meeting Nonprofit Software Leadership 69

Women in Consulting

JUNE 13, 2018

By: Ellen Grace Henson. :: Women In Consulting’s June 21 general meeting outlines the key findings of our latest Best Practices Survey, now in its 16th year. NOTE : A written report with the full findings will be available in September. The report can be purchased for a special advanced price during the meeting.

Survey 48

Survey Sales Report Trends 48

Harvard Business

MAY 5, 2016

While I was researching my new book, How to Get a Meeting with Anyone , I asked the top 100 sales thought leaders in the world, “When you absolutely must reach someone who is very important but nearly impossible to reach, how do you do it?” The Seven Imperatives to Keeping Meetings on Track. You and Your Team Series.

Meeting 28

Meeting Turnaround Sales Marketing 28

MishTalk

AUGUST 14, 2014

In a welcome development (except for warmongers and sanction lovers) Kremlin news reports President of Finland to Visit Russia on a Working Visit. So please instead consider this Finnish translation: Niinistö Will Meet Putin Finnish and Russian presidents will meet on Friday in Sochi in Russia. There is no meeting.

Meeting 74

Meeting Conference Report Interviews 74

Martinka Consulting

OCTOBER 12, 2018

Due diligence is a process that benefits both sides in a business sale transaction. Superficially, this was a reasonable narrative regarding the motivation for sale. Market reaction was positive and agreement was reached with a buyer for the sale of the business. Guest post from Gregory Kovsky with IBA in Bellevue, WA.

Sales 53

Sales Financial Company Marketing 53

Harvard Business

AUGUST 3, 2018

It failed to meet its revenue and subscriber growth targets. Based on these insights, we now propose a new blueprint for financial reporting of digital companies. What caused this slump? This example illustrates that investors consider information beyond just earnings as value-relevant.

Financial 28

Financial Report Company Metrics 28

MishTalk

JUNE 11, 2015

Retail sales bounced 1.2% Auto sales were known to be strong ahead of the report, likely steering economists in the right direction. The consumer showed a lot of life in May, driving up retail sales 1.2 A leading component in the month was motor vehicle sales which jumped 2.0 Ex-auto sales are up 1.0%

Sales 28

Sales Retail Report Policies 28