White Papers
The New Executive Mandate
By Tony Zambito, Goal Centric Management
Customer insight and the use of personas are increasingly becoming essential to helping companies achieve building a customer-centric organization. More importantly, with the stronger advent of many products quickly falling into states of commodities, competetive advantages must be sought out in the unique insights companies can attain about their customers.
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A Secret to Increased Sales
By Customer Manufacturing Group
Growing revenue is something most companies want all the time. And in a downturn, it is something most companies desperately focus on. When business is good, sales increase naturally, even if that pace is slower than it could be. In downturns, companies scramble to find ways to increase sales. Except for those few companies with a truly dominant market share, most companies can increase sales anytime they really want to. This paper looks at why that statement is not audacious.
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Guiding B2B Sales Strategy With Buyer Personas
By Tony Zambito, Goal Centric Management
From a managerial perspective, one of the most difficult aspects of sales management is management of the pipeline. There are three primary reasons pipeline management is important to a sales organization...
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Selling to the C-Suite
By Steve Lunz, Huthwaite
It certainly appears that getting the attention and obtaining an audience with a CLE is a daunting challenge. The odds are stacked against you as you—along with several hundred of your peers—attempt to garner attention from an increasingly guarded and fickle audience.
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The Path to Sales Effectiveness
By Seleste Lunsford and Bill Jackson, achiveglobal
Due to the dynamic nature of today’s marketplace, achieving sales effectiveness is more of a journey than a destination. However, our experience has uncovered a consistent path to success which centers on the true differentiating factor in sales—the customer relationship.
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Sales Department Accountability
By Geoff Rego, CEO, Market2Lead, Inc.
This white paper will help you increase lead-to-sales ratios by improving integration between your marketing and sales teams.
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Proactive Sales Intelligence: The New Requirement for Getting Into the Game
By Jim Dickie and Barry Trailer, Partners, CSO Insights
A key objective for any Chief Sales Officer (CSO) is to optimize the allocation of limited resources.
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Who’s On First? Order Matters During Competitive Sales Presentations
By Judy A. Wagner, East Carolina University and Noreen M. Klein, Virginia Polytechnic Institute and State University
Admit it: You think you know all there is to know about presentations. But did you know that your buyer is influenced not only by what you say, but when you say it? When your customer is evaluating a series of competitors, is it better to be the first one in or the last man (or woman) standing?
** Membership Required
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Does Collaboration Between Sales and Marketing Affect Business Performance?
By Ken Le Meunier-FitzHugh, School of Management and Organizational Psychology, Birkbeck University of London, and Nigel F. Piercy, Warwick Business School, University of Warwick, U.K.
This new study identifies five key antecedents to improving collaboration between sales and marketing and outlines management implications in the effort to enhance business performance.
** Membership Required
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Leveraging CRM for Sales
By Pushkala Raman, Texas Woman's University; C. Michael Wittmann, University of North Texas; Nancy A. Rauseo, Florida International University
This paper offers an investigation of CRM implementation and a model that explains the roles of organizational learning, business process orientation, customer-centric orientation, and task-technology fit in transforming CRM from a technological tool to an advantage-producing resource.
** Membership Required
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Developing Management Capabilities in Salespeople
By Mark P. Leach & Annie H. Liu, Loyola Marymount University, Los Angeles, & Wesley J. Johnston, Georgia State University Time management, goal setting, goal attainment strategies, prioritization techniques. These are some of the skills that today's sales organizations are attempting to develop to strengthen sales performance. Find out which sales people benefit most — and what it can do for your bottom line.
** Membership Required
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Select and Connect: Strategies for Targeted Acquisition and Retention
By CMO Council
Explores the strategies, processes and methodologies to achieve maximum customer acquisition, retention and profitability. It also examines the marketing organization's level of customer knowledge, as well as the segmentation approaches used to target and acquire top prospects and profitable opportunities. By revealing pain points and best practices, our goal is to help marketers better define and implement optimal customer-centric programs.
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