Harvard Business

MARCH 15, 2024

Although the business environment is completely different than it was 20 years ago, the way most companies structure sales quotas and compensation has not evolved to keep up. To effectively compensate your sales team, follow these five steps. First, companies should determine their go-to-market maturity and set goals accordingly.

Sales 248

Sales Company Marketing Strategy& 248

Consulting Success

NOVEMBER 4, 2020

Do you ever feel like you’re fighting an uphill battle in your consulting sales, trying to prove your value to potential consulting clients? Triple Your Consulting Sales With These 2 Strategies is a post from: Consulting Success. The more value your prospective clients associate with you, the.

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Sales Strategy Strategy Strategy& 264

Harvard Business

JULY 23, 2024

A study examined the habits of almost 5,000 sales professionals whose livelihoods depend on their ability to build and deliver persuasive presentations. Here are the top three to avoid when giving a sales presentation: being overly informative vs. persuasive, failing to close, and “winging it.”

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Sales Study Report Marketing 232

Harvard Business

MAY 21, 2024

When you’re working in sales, you need to master the art of persuasion and that involves being able to tell a compelling story that explains why your product or service will meet someone’s needs. It involves listening, making an emotional connection, and thinking from the customer’s point of view.

Sales 247

Sales Productivity Meeting How To 247

Harvard Business

MARCH 7, 2024

Digital tools powered by relevant data can help to generate customer insights, better allocate sales resources, facilitate channel interactions, and improve brand value. But, like any tool, digital systems are only as good as their users.

Tools 250

Tools Sales Strategy Strategy& 250

David A Fields

SEPTEMBER 26, 2023

Based on data collected from lead generation firms and shared with us by hundreds of consulting firms, one sales benchmark, in particular, warrants your attention: the likelihood of cold, outbound lead generation (or, similarly, advertising) to result in a project for your consulting firm.

Benchmarking 243

Benchmarking Sales Consulting Advertising 243

Harvard Business

JUNE 7, 2024

In a series of nine experimental studies involving around 2,000 individuals considering online or retail purchases of a variety of products, the authors found precise discount depths — the difference between the original and sale price — can increase purchase intentions by up to 21%.

Sales 233

Sales Research Retail Study 233

Harvard Business

NOVEMBER 28, 2023

In the past, hours of leg work and research were required to create relevant and resonant sales interactions. Modern sales platforms have the potential to help the average seller get to expert-level preparedness, in a fraction of the time, increasing their relevance and credibility with buyers.

Sales 242

Sales Research Data Marketing 242

Consulting Success

JUNE 30, 2023

And some consultants downright dread selling, confessing to me over the years that consulting sales feels somewhat dirty to them. Selling Consulting Services: Why Client Value Starts Before The Sale is a post from: Consulting Success Many consultants see selling as a “necessary evil,” and they wish to get it over with.

Sales 238

Sales Consulting 238

Consulting Success

JULY 7, 2023

The Ultimate Guide To Consulting Partnerships (Scale Your Sales) is a post from: Consulting Success A consulting partnership refers to a relationship you build with someone who works at an organization that serves the same audience as you. For example, at Consulting Success®, we coach entrepreneurial consultants to build.

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Sales Consulting Development Examples 246

Harvard Business

JULY 6, 2023

This article provides a process for segmenting prospective customers in this fashion and creating a sales strategy. When companies are creating profiles of possible target customers, there is a dimension they often overlook: the urgency of the need for the offering.

Sales 179

Sales Fashion Strategy Strategy 179

Consulting Success

MAY 14, 2021

Want to increase your consulting sales? Sales is a BIG challenge for consultants. So we’ve put together a list of our top 10 consulting sales techniques. Consulting Sales: 10 Techniques To Get More Consulting Clients is a post from: Consulting Success.

Sales 200

Sales Consulting 200

David A Fields

OCTOBER 5, 2021

She’s a sales wizard. The post Could Hiring this Sales Pro Help Your Consulting Firm? Meet Sheila. Fearless, charismatic, bright, resilient, persistent. Should you hire her to improve (or take over) your consulting firm’s business development efforts? … Continued. … Continued. appeared first on David A.

Sales 221

Sales Consulting Meeting Industry 221

Harvard Business

MARCH 31, 2023

Microsoft and Salesforce have already rolled out sales-focused versions of this powerful tool.

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Sales Tools 195

Harvard Business

JUNE 5, 2023

A study of B2B companies found that just one in 20 was able to consistently grow sales faster than sales and marketing expenses. Research shows the three ways companies can do this are to refine the go-to-market model, turn every rep into an A player, and make sales and marketing support more efficient.

Sales 189

Sales Productivity Marketing B2B 189

David A Fields

MARCH 14, 2023

Sales slumps are disheartening, frustrating, and border on panic-inducing for consulting firm leaders. If you have proven you can win consulting engagements steadily in the past, and now you’re facing a revenue lull, your first step is to determine which of the three varieties of sales decline you’re confronting.

Sales 221

Sales Consulting Groups 221

Harvard Business

JUNE 24, 2022

A playbook to help sales reps nudge customers off the fence.

Sales 185

Sales Marketing Management 185

Harvard Business

AUGUST 22, 2023

Technology has long been used to boost seller productivity, but sales leaders are telling us that efficiency gains have become slower and more expensive. Sales organizations’ tendency to run most tasks through the sales rep requires an increasing number of complex systems to support.

Sales 172

Sales Efficiency System Productivity 172

Consulting Success

SEPTEMBER 28, 2020

Are you worried that your sales follow up email comes across as way too pushy? Use This Sales Follow-Up Email To Get More Clients is a post from: Consulting Success. Do you want to follow-up in a way that’s more natural, doesn’t feel “salesy”, and leads to impressive results?

Sales 207

Sales Consulting Marketing Strategy& 207

Harvard Business

JUNE 2, 2021

More than 30% of sales activities can benefit from automation — if implemented effectively.

Sales 170

Sales Strategy Strategy Strategy& 170

Harvard Business

APRIL 28, 2022

A recent study found that 56% of sales professionals are actively job hunting.

Sales 187

Sales Talent How To Study 187

David A Fields

APRIL 19, 2022

Should your consulting firm strive to set that super-short sales cycle as your standard? The post Ironically, this Will Speed Up Your Consulting Firm’s Sales Cycle appeared first on David A. Perhaps even in a single day. Probably not. As a consulting firm leader, you may recognize the plight of Roberto … Continued.

Sales 195

Sales Consulting Groups 195

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 194

Sales How To Case Studies Case Study 194

Harvard Business

JULY 20, 2023

As sales teams are stretched thin and face change initiatives and strategy shifts, using the sprints made popular by agile can help them focus on priorities that will drive results. Over the last two decades, technology developers have utilized the agile methodology to work more effectively.

Sales 172

Sales Agile Methodologies Meeting 172

David A Fields

SEPTEMBER 14, 2022

The post 5 Tactics to Smooth Your Consulting Firm’s Sales and Revenue appeared first on David A. And, as a darn good consulting firm leader you know that the path to new business is offering the Right Solution to the Right Target with the Right Chocolate Bribe at the Right Time. But when, exactly is that time? Fields Consulting Group.

Sales 195

Sales Consulting Groups 195

David A Fields

JANUARY 18, 2022

The post Could Your Consulting Firm’s Price Increase Tomorrow Help Sales Today? Let’s discuss whether that technique works or not. Your consulting firm is better at what it does than … Continued. appeared first on David A. Fields Consulting Group.

Sales 195

Sales Consulting Groups 195

Harvard Business

SEPTEMBER 21, 2023

As a result, they may have a worse time, which can lead to unsatisfied consumers, lower sales, and neglected business opportunities. Some consumer experiences are best when they’re solo — but new research shows that people will forgo a high-quality experience in order to share it with a partner or loved one.

Research 249

Research Sales Marketing 249

Harvard Business

JANUARY 3, 2024

In 2022, new EV sales in China grew by 82%, and the country provided 35% of global EV exports. This article outlines three key reasons for the growth of China’s EV sector: experimenting in adjacent industries, encouraging operational solutions, and doubling down on core technology. While the U.S., While the U.S.,

Marketing 250

Marketing Automotive Operations Sales 250

Harvard Business

AUGUST 13, 2024

In the last few years, large companies like Wayfair, Amazon, Yelp, DoorDash, and Instacart have launched initiatives to try to address racial inequality in their business models. In a new study, researchers examined some of these strategies, including Yelp and Wayfair’s labels which identify minority-owned businesses.

Research 231

Research Sales Groups Study 231

Harvard Business

DECEMBER 21, 2023

As AI proliferates, companies are using it to offer data-driven recommendations on a wide range of activities, from whom to hire to what product a salesperson should recommend to customers. How much to rely on these data-driven recommendations should hinge on two questions: How high are the decision stakes?

Sales 251

Sales Data Productivity Company 251

Harvard Business

NOVEMBER 16, 2023

Generative AI holds the promise of transforming marketing in all sorts of remarkable ways, but marketing leaders have been reluctant to embrace it and lag behind their peers in other fields. This and other findings emerged in a survey that the authors recently conducted with 600 business leaders from large U.S.-based based companies.

Marketing 241

Marketing Sales Survey Company 241

Harvard Business

SEPTEMBER 18, 2024

Three obstacles to digital adoption — and a playbook for overcoming them.

Tools 241

Tools Sales Management 241

Harvard Business

JULY 1, 2024

Researchers found that service agents yield better results when they use warm language to start and end conversations, focusing on problem-solving in the middle.

Sales 236

Sales How To Research Airlines 236

Consulting Success

SEPTEMBER 13, 2024

Struggling to build your consulting sales funnel and land clients? Many inexperienced consultants are “reactive” with their sales pipeline. Consulting Sales Funnel: 5 Steps To Land Clients is a post from: Consulting Success

Sales 130

Sales Consulting Management Strategy& 130

Harvard Business

JANUARY 4, 2022

Your leadership team might be at the root of the problem.

Sales 195

Sales Leadership Marketing Management 195

Harvard Business

JULY 24, 2023

In the authors’ experience leading and coaching sales teams, they see evidence that a brief, well-pointed sales retrospective, where you unpack the reasons behind a win or a loss, can significantly improve a team’s future win rate. But very few take the time to assess why they won the business.

Sales 134

Sales Finance Marketing Productivity 134

Harvard Business

JUNE 6, 2022

Four practices to help organizations evolve.

Sales 176

Sales Management 176