Harvard Business
MARCH 17, 2017
Most executives recognize a need for their sales team to act as consultants and sell “solutions.” ” But many CEOs would be shocked at how poorly their sales teams execute on the strategy of consultative selling. I’ve sat through many sales calls like this, and trust me it isn’t pretty.
Harvard Business
MARCH 21, 2018
The culmination was an incident at an insecticide plant in LaPorte, Texas, where, as a result of a basic process safety management failure , an extremely toxic chemical—methyl mercaptan—was released and two workers were overcome. Needed repairs and upgrades were delayed, worker training postponed, and risk assessments overlooked.
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Harvard Business
JUNE 7, 2018
It traced much of the cause to a mismatch between its sales incentives and pricing strategy. The manufacturer was compensating sales representatives based solely on how much revenue they generated. invest in ongoing development of capabilities among the sales and pricing teams through training and tools.
Management Consulted
OCTOBER 18, 2013
Although it started as a tiny group, paling in comparison to the bohemoth revenues of the firm’s hardware sales, this group is now known as IBM Global Services (IGS) which is responsible for 50% of IBM’s revenue globally. They were a management consulting firm whose clients were chemical and petroleum companies. Automotive.
Harvard Business
APRIL 3, 2018
Since the advent of agricultural chemicals in the nineteenth century, a variety of people have warned of risks to public health and the environment, but these people largely struggled to attract an audience until the late 1960s, when organic farming, natural food stores and organic food start-ups started to gain traction. Early Struggles.
Brimstone Consulting
JANUARY 13, 2023
The issue is that PFAS do not degrade or degrade very slowly, giving them the name “forever chemicals.” These forever chemicals are found in soil, waterways, food sources, and in our bodies – and they are associated with serious health conditions, including cancer and reduced birth weight.
Harvard Business
SEPTEMBER 22, 2017
Even categories that can hardly be considered “cooking” — such as cold, ready-to-eat cereal — are losing sales as people buy breakfast at Dunkin’ Donuts, Starbucks, or even Taco Bell, where breakfast now accounts for 7% of sales.
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