Are Geographic Sales Territories Dying?

As the COVID impact increases remote working, virtual conference calls, and online purchasing, sales leaders need to be asking a simple question: Should we actually eliminate geographic territories? The simple answer is “No, but…..”.  We all must recognize that for >100 years the entire DNA of the sales profession has been based on geography.  Whether […]

Cross-Selling at Scale – Optimizing Your Sales and Marketing Motions for Account Growth

With the cost of customer acquisition generally estimated to run 3X to 25X that of cross-selling, the economics of cross-selling are compelling. Cross-selling at scale requires consistent and disciplined processes for consolidating data and insight, identifying white space and creating and converting demand…

Choosing, Building, and Enabling Routes-to-Market for High Performance

Today’s companies are investing large sums of time and money in product superiority and differentiation, sometimes losing sight that long-term enterprise value is far more commonly created by go-to-market excellence. Through 25+ years of experience supporting go-to-market strategies, we’ve found that companies who focus on go-to-market and thoughtfully match their product-markets with well-designed and operated channels generate more value over the long run.

If Customer Centricity Is So Important, Why Do So Many Businesses Struggle to Get It Right?

Customer centricity has never been more important to the success of both B2B and B2C companies. In just a few clicks, today’s customers have the power to shop around for the best price, compare features and even consult customer and influencer testimonials. The shift in power over the last decade is pronounced. Customers may have […]

2019 Commercial Cards Report

Identifying the most relevant and timely insights on competitors, customers and partners in the commercial card space in Q1 2019 to help you stay ahead of the market.

The Last Mile Opportunity Whitepaper

Digital disruptors are winning by reducing friction, driving customer loyalty and cross-sell. How traditional industry players can fight back…

Should You Fire Your Sales Force?

Ok, maybe firing the entire sales force is a little radical. But wait…put yourself in the shoes of a product exec trying to grow her business unit within a mid- to large-size enterprise. Here is what many, many executives are experiencing in the digital transformation of the four Ps — product, price, promotion, place: Digital […]

AI for Marketers Executive Guide

DOWNLOAD THE GUIDE HI (Human Intelligence) + AI: Combining the Elements for Greater Marketing Conversions If you’re telling yourself, “AI is too advanced for my marketing team so I’m better off waiting until next year to look into it,” go ahead and download this guide. Inside these pages we bust AI myths, share some AI […]

Sales Prioritization: Turning Art Into Science

The art of selling parallels the discipline of time management. Selling, like time management, is knowing how to prioritize and manage your time. Today, most sellers go through a manual process to figure out who to touch, when to do it, and what to say on a monthly, weekly, and daily basis. Yet, artificial intelligence […]

5 Considerations Before “Investing” in Your Sales Stack Strategy

The single question that I get asked the most as a Sales Operations lead is “When?!” In today’s tangled web of sales stack tools, data and analytics, sales leaders want to know “how quickly can we can install all the new shiny sales tools?” But instead of asking when, the first question should be “Are […]