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. They should then identify what is actually driving growth.

Sales 101

Sales Company Marketing Strategy 101

Consulting Success

APRIL 8, 2021

The greatest challenge of all companies is to figure out and properly implement profitable growth strategies to boost sales and enter the profit zone. Today’s guest is Thomas Michael Hogg, the author of Profitable Growth Strategy: 7 proven best practices from German companies.

Strategy 249

Strategy Strategy Strategy& Consulting 249

Harvard Business

SEPTEMBER 3, 2024

AI assistants are transforming sales by acting as digital coaches, analysts, and advisors to salespeople. They analyze sales pitches and provide personalized feedback, helping salespeople refine their communication and engagement strategies.

Sales 99

Sales Analysis Data Strategy 99

Consulting Matters

JULY 21, 2022

Want to know what it takes to lead a company to scalable profits? He most recently served as the Chief Executive Officer for Concord Servicing – a company he led to record-breaking growth that culminated in its sale from the founder to a private equity firm. Today, I'm chatting with Mark Johnson.

Sales 156

Sales Real Estate Consulting Resources 156

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. As companies seek to cut costs in an uncertain economy, increasing this commercial productivity is a smart strategy.

Sales 91

Sales Productivity Marketing B2B 91

Consulting Matters

APRIL 24, 2020

And our topic today is really focusing on those product companies. You know what I’m talking about, the companies that have had a good run, because they had a great innovative idea. And now, somehow things have fallen off the rails, and they want to establish a company. And that’s not a problem statement.

Interviews 156

Interviews Company Marketing Operations 156

Successful Independent Consulting

FEBRUARY 12, 2021

Money management · Cash flow – This is probably the hardest part about being self-employed, especially if you are going to work with large companies. Have you ever worked as an internal consultant for a company or as an external consultant with a consulting firm? Corresponding worksheet here. )

Cash Flow 370

Cash Flow Consulting Insurance Insurance 370

Consulting Matters

JANUARY 30, 2020

This fear is the primary culprit behind procrastination on getting a business launched, resistance to creating a world-class website and being strategic about marketing and sales. It's extremely vulnerable to have a company that is all based on you and your wisdom (vs. hiding behind a company brand.) And this fear is sneaky.

How To 317

How To Talent Ethics Sales 317

Harvard Business

OCTOBER 1, 2024

They found that only 15% of CEOs and sales teams have a customer-centric strategy. Most run their company or customer relationships based on a product-focused mindset, which puts the onus on finding a market to sell one’s products to, rather than orchestrating growth together with customers.

Company 99

Company Sales Data Productivity 99

Harvard Business

SEPTEMBER 22, 2023

Companies like Slack and Dropbox have pioneered the use of Product-Led Growth (PLG). But it can create challenges for growing companies. Eventually, even the best PLG company will need an enterprise sales strategy which takes years to develop. PLG works, at least at first. The answer isn’t to reject PLG.

Productivity 101

Productivity Software Company Enterprise 101

Business Consulting Agency

AUGUST 7, 2024

However, for e-commerce companies, simply having an online store is not enough to guarantee success. In an increasingly competitive market, digital marketing has become an essential tool for driving traffic, increasing sales, and building brand loyalty. Here is the crucial role of digital marketing for retail companies.

Retail 85

Retail Marketing Company Advertising 85

Consulting Success

FEBRUARY 3, 2020

Running a business or organization is always better when we have the right mentors, coaches, and trainers to improve our processes, sales, and workforce quality. That is why it’s crucial to remember and acknowledge the value a coach brings to a business. In this episode, host Michael Zipursky interviews author and the Chief Culture Officer.

Consulting 247

Consulting Interviews Culture Sales 247

CaseInterview.com

OCTOBER 1, 2022

In some companies, promotions are based on a seniority system. This type of system rewards loyalty to the company. This type of system penalizes high achievers who have joined the company recently. In other companies, promotions are given to those who generate the most revenue. These are clues to the company’s culture.

Culture 116

Culture Company System Study 116

Markovitz Consulting

DECEMBER 1, 2020

According to BCG’s analysis , productivity at companies that have shifted to remote work has increased between 15% and 40%. At a $500M footwear company I once worked with, the founder and CEO—long removed from his role product development—decided that he didn’t like a particular style his product team had designed, developed, and purchased.

Boston Consulting Group 259

Boston Consulting Group Travel Meeting Productivity 259

Tom Spencer

APRIL 7, 2023

Business development and sales are two of the most critical components of any successful business. They are closely related, with business development focusing on identifying new opportunities and building relationships, and sales being the process of actually closing deals and generating revenue.

Sales 88

Sales Development Research Marketing 88

Successful Independent Consulting

JULY 31, 2017

I don’t know how to build a pipeline of leads ” or “ I’m not good at sales ” are common refrains. Most of us never had sales training so this concern is understandable, but reframing how we think about business development can turn concern into action. Read any definition of business development and you won’t find the word sales.

Development 244

Development Software ROI Sales 244

Harvard Business

JULY 6, 2023

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

Sales 83

Sales Fashion Strategy Strategy 83

Consulting Success

JULY 24, 2017

Gordon is a white paper writer and consultant who has has worked with Google, Oracle, Intuit, and many other Fortune 500 companies. In this episode, Gordon and I discuss the value of white papers as content-filled marketing tools that you can use to set yourself apart as the expert consultant companies want to hire.

How To 257

How To Consulting Case Study Case Studies 257

Tom Spencer

MARCH 8, 2024

From entrepreneurs putting a new product on the market to executives at a public company revamping a product line, effective pricing is a key pillar of any successful sales and marketing strategy. This is achieved by striking a balance between setting prices that attract customers while maximizing profitability from sales.

Productivity 158

Productivity Sales Marketing Strategy 158

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 99

Research Sales Groups Study 99

Consulting Success

FEBRUARY 12, 2018

His consulting group focuses mainly on sales enablement and marketing, and they have been in the business since 1995. In this episode, we talk about the path that led Tony to sales and consulting, and he shares insights into creating a successful consulting firm within the corporate world.

How To 163

How To Sales Consulting Education 163

Harvard Business

OCTOBER 6, 2023

Managers tend to think about liquidity as a finance issue, but in face the behaviors of the sales and operations team — and how they communicate and work together — can have a direct affect on a company’s cash position.

Cash Flow 101

Cash Flow Marketing Company Finance 101

Successful Independent Consulting

SEPTEMBER 14, 2022

First, solopreneurs are experts who are good at helping clients solve problems or achieve certain goals, but they are not usually trained in sales or marketing. If you look up any definition of the term business development , you won't find the word "sales" because there's no selling involved. Therefore, don't think of it as sales!

Development 195

Development Real Estate Sales Sports 195

Business Consulting Agency

NOVEMBER 27, 2024

In todays digital-first world, increasing online sales is essential for businesses looking to grow and thrive. Here are actionable strategies to increase online sales effectively. Find out here how to increase online sales. Business experts help companies and entrepreneurs increase sales online.

Sales 52

Sales How To Productivity Examples 52

Consulting Matters

JANUARY 9, 2020

If the person who is hiring you is using company funds and your advice delivered either through a consulting or coaching assignment is designated to help the organization improve, it's a BTB business. This is not because companies have more money than individuals but because the people who are hiring you are using other people's money.

Consulting 288

Consulting Leadership ROI Travel 288

Consulting Success

SEPTEMBER 4, 2017

Description: Mitch Russo is a certification business model expert who specializes in working with companies that are looking to quickly grow substantially in size. Many consultants feel like “sales” is a derogatory term. 18:08] Proof that persistence in sales can have major payoffs. [22:26]

How To 186

How To Sales Consulting Resources 186

Consulting Matters

MAY 13, 2021

He went through start-up, growth, and eventual sale. After he sold his company, people began picking his brain, especially about the sales process. He targeted clients by industry sector online, created avatars for marketing, and realized he was comfortable working with companies that turnover about 2-3 million pounds.

How To 194

How To Methodologies Industry Sales 194

Consulting Matters

OCTOBER 5, 2023

He began his career in sales and sales management with a division of a Fortune 500 company in the aerospace and defense industry. After winning individual and sales management awards (highest performance in sales, branch of the year), he went on to co-found Two Roads Professional Resources Inc.,

Consulting 156

Consulting Sales Organizational Development Information Technology 156

Tom Spencer

FEBRUARY 4, 2022

Imagine there is a company which keeps an hourly rate spreadsheet for employees (see “Hourly Rate” below) and a sales team salary spreadsheet (see “Sales Team Salary” below). If we want to get the Hourly Rate for each employee listed in Sales Team Salary, we can use VLOOKUP. VLOOKUP Example. SUMIFS Example.

Consulting 157

Consulting Sales Data Examples 157

LSA Global

OCTOBER 22, 2024

Redwood Shores, CA – LSA Global, the leading business consulting, coaching, and training firm that helps fast growth life science, technology, and service companies by powerfully aligning their culture and talent with strategy, today announced results for a customized sales training program for team transitioning to a SaaS business model.

Training 55

Training Training Sales Talent 55

Consulting Matters

JANUARY 5, 2021

Sales is not what you get through in order to get to the work. If you want to leave a company in a place to continually improve—and help them create a culture of improvement—setting up a system to measure these results is critical. There are 5 steps in the Consulting Engagement Cycle: Step 1: Establish Winning Partnerships.

Consulting 254

Consulting Guidelines Media Tools 254