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

David A Fields

MAY 4, 2016

Years ago Shark Tank featured an enterprising young man pitching his sales training program. The sales guy bombed. Daymon John handed the entrepreneur his pen and demanded, “Sell this to me.” His defensive stance didn’t help, but the salesman’s real problem was his focus on the value and benefits of the pen.

Consulting 150

Consulting Enterprise Sales Training 150

Harvard Business

MARCH 21, 2023

Let user-generated insights lead the way.

B2B 174

B2B Sales Enterprise Data 174

David A Fields

APRIL 7, 2016

Let’s say Ann Oying, CEO of Cheapo Enterprises asks you for consulting help because she and her team are mired in misery and they don’t know the path out. No sale. […]. But you do. You develop a comprehensive proposal for Ann, outlining the route to Nirvana.

Enterprise 150

Enterprise Sales Consulting Development 150

Harvard Business

DECEMBER 7, 2023

This is particularly true in sales, a function rooted in processes, playbooks, scripts, and templates. Discussion of generative AI has maintained a fever pitch since OpenAI released ChatGPT-3.5 in late 2022. Many leaders’ instinct is to provide direction and codification when trying to drive adoption of new tools.

Sales 251

Sales Tools Enterprise Data 251

Harvard Business

JUNE 27, 2023

The general rule of enterprise finance is that marketing budgets drop like a stone at the first sign of trouble and rise like a feather once the environment is more settled. It’s tough to see a significant increase in marketing budgets in the near term.

Marketing 187

Marketing Enterprise Finance Survey 187

Consulting Success

JUNE 11, 2018

Glenn Mattson is President of Mattson Enterprise Inc., a Sandler Training consulting firm specializing in sales and management productivity and effectiveness. Glenn’s work with Mattson Enterprise Inc. Glenn’s work with Mattson Enterprise Inc. He follows a simple process of defining where.

Training 113

Training Training Consulting Enterprise 113

Consulting Matters

AUGUST 6, 2018

You may have found your way to consulting as a result of developing an expertise within a specific functional area like marketing, sales or operations and now are being invited to contribute towards projects that affect the entire enterprise.

System 216

System Consulting Enterprise Recruitment 216

Harvard Business

MARCH 27, 2025

Lessons from SAP’s efforts to reach small- and medium-sized enterprises.

Enterprise 125

Enterprise Company Sales Marketing 125

Harvard Business

OCTOBER 30, 2018

By Brian Selby, Senior Vice President, Worldwide Sales Operations, Tableau Software. How often is your sales team making important decisions based on gut feel? Are your sales resources allocated properly to drive growth? Historically, sales has been labeled an art. Why does this happen in so many companies?

Sales 70

Sales Data Enterprise Operations 70

Harvard Business

JUNE 13, 2017

Too many sales teams (and other departments) enter data by hand but create fresh entries instead of searching their systems and updating existing accounts, which muddies their data sets. The following strategies can help you improve your business intelligence through better data management: Clean house on marketing and sales contacts.

Sales 71

Sales Data Efficiency Retail 71

Harvard Business

JANUARY 17, 2018

Want to know yogurt sales next week? Let’s use data on past yogurt sales. Your training data is more valuable if enhanced prediction accuracy can increase yogurt sales by $100 million rather than only $10 million. Unlike startups, large enterprises generate operational data every day. Insight Center.

Data 133

Data Operations Training Training 133

Harvard Business

NOVEMBER 7, 2017

The lack of narrative is particularly a problem in the relationship between sales and marketing. This behavior is a result of the underlying mental models of sales and marketing. To a marketer, sales is a channel for reaching their audience. Inevitably, the sales leaders make vital contributions to the conversation.

Strategy 133

Strategy Strategy Strategy& Metrics 133

Harvard Business

SEPTEMBER 7, 2016

These challenges forced BioLite to reevaluate our approach and customize our sales methods to a market that demands an entirely different way of doing business. It was a good idea in theory, but ultimately it was too passive as a sales approach: Simply placing our HomeStove on a shelf did not lead to uptake. Here’s the thing.

Sales 70

Sales Marketing Development Retail 70

Harvard Business

OCTOBER 28, 2016

But in the enterprise world, data has traditionally been siloed, unwieldy, and manually entered into database systems such as customer relationship management software, or CRM. I run an enterprise technology company, and we’ve seen just how consistently data can be used to help improve sales. Sponsored by KPMG.

Enterprise 70

Enterprise Sales Data Software 70

Harvard Business

MARCH 29, 2018

Increasing staffing, they found, could increase sales and profits. These extra hours were not part of the manager’s labor budget and were only given to the stores that were identified as likely to increase their sales by Co-PI Kesavan’s analysis. More-stable scheduling increased sales and labor productivity.

Retail 71

Retail Sales Productivity Research 71

Harvard Business

JULY 19, 2017

Artificial intelligence (AI) is already in use throughout the web and increasingly within the enterprise, handling everything from initial call screening for sales prospects to scheduling. How to Become a Digital Enterprise. Artificial intelligence. Embracing Digital Change Requires a Clear Strategic Focus. Contextual insight.

Trends 99

Trends Enterprise Intellectual Property Agile 99

Harvard Business

AUGUST 16, 2018

Consider the example of Nicolas, a regional sales vice president at a medical devices company. When promoted to his new role, he inherited a group of district sales managers responsible for selling to hospital systems in their respective geographies. The result: wasted time and unnecessary frustration.

Turnaround 128

Turnaround Talent Groups Meeting 128

Harvard Business

MARCH 22, 2017

Brocade, a data and network solutions provider, created a “customer first” program by identifying their top 200 customers, who account for 80% of their sales. Like many retailers, Macy’s has traditionally spent 85% of its marketing budget on driving sales. These members are 2.6 The results?

Marketing 134

Marketing Agile Fashion Sales 134

Harvard Business

FEBRUARY 16, 2017

Cleaning up data downstream is expensive and not scalable, because data is a byproduct of business processes and operations like marketing, sales, plant operations, and so on. The CDO can help facilitate this process so that it is done in a scalable way across the enterprise. Enter the chief data officer, or CDO.

Data 99

Data Company Operations Enterprise 99

Harvard Business

SEPTEMBER 18, 2017

But should enterprise leadership teams also pursue cohesion? Most teams (55 teams comprised of 700+ senior executives) also responded to items focused on organization performance —comparing themselves to industry peers — and included dimensions such as Sales and Revenue Growth, New Product Development, and Market Share.

Enterprise 71

Enterprise Culture Agile Leadership 71

Tom Spencer

NOVEMBER 14, 2011

In contrast, economies of scope is a lesser known concept particularly relevant to small and medium sized enterprises (SMEs) that may not have access to large markets or the ability to produce at scale. Secondly, a strong cash position can also be used to extend credit to customers and thereby increase sales.

Cash Flow 117

Cash Flow Consulting Productivity Telecommunications 117

Harvard Business

FEBRUARY 7, 2017

Most executives today know their enterprises should be aligned. They know their strategies, organizational capabilities, resources, and management systems should all be arranged to support the enterprise’s purpose. This is what enterprise alignment looks like. Enterprise purpose: What do we do and why do we do it?

Enterprise 70

Enterprise System Resources Strategy 70

Harvard Business

NOVEMBER 27, 2018

Other enterprises and their functions are looking to leverage technology to optimize and augment existing operations. In what Gartner calls a third era of enterprise IT, existing investments must be rebalanced and combined with new, disruptive technologies. Aligned Organizational Culture and Capabilities.

Enterprise 70

Enterprise Agile Sales Operations 70

Harvard Business

JUNE 10, 2016

Often, this is because they’ve been founded by technologists, and sales is not an area of expertise. So sales doesn’t become a focus of attention until cash starts to burn. Should we bundle maintenance and other services into our sales approach, or sell them separately?

Marketing 70

Marketing Software Sales Exercises 70

Harvard Business

FEBRUARY 28, 2017

They continue to be inspired by his 80/20 principle, the idea that 80% of effects (sales, revenue, etc.) For instance, one multibillion-euro industrial equipment company with over 2,000 SKUs determined that less than 4% of its offers were responsible for one-third of sales and roughly half of profitability.

Enterprise 70

Enterprise Data Sales Analysis 70

LSA Global

JULY 15, 2023

3 New Sales Manager Tips for Success for Your First 90-Days We know from our sales management training that being a high performing solution seller often leads to a promotion to sales management. Unfortunately, experience as a high performing solution seller does not fully prepare sales reps to lead others.

Sales 36

Sales Management Training Training 36

Harvard Business

SEPTEMBER 3, 2019

Word-of-mouth isn’t enough to win large enterprise accounts.

Enterprise 87

Enterprise Sales 87

Consulthon

NOVEMBER 3, 2020

Mine were: Increasing Your Sales Without Spending Too Much Making People Believe in Your Cause Scaling your business without. Hi, fellow Consulthon users: What were your biggest challenges in 2020?

Enterprise 40

Enterprise Sales 40

Harvard Business

MARCH 29, 2017

As the market has matured, AI is beginning to move into enterprises that will use it but not develop it on their own. They see intelligent systems as solutions for sales, logistics, manufacturing, and business intelligence challenges. For AI to work in the enterprise , the goals of the enterprise must be the driving force.

Enterprise 70

Enterprise Intellectual Property Data Analysis 70

Harvard Business

JUNE 10, 2016

The trend is heating up the sales field as well, enabling entirely new ways of selling. By 2020 customers will manage 85% of their relationship with an enterprise without interacting with a human. But what do they mean for sales — and the people who do it? The Sales Role Is Going to Change Completely.

Development 70

Development Sales Accenture McKinsey 70

Martinka Consulting

OCTOBER 12, 2018

Due diligence is a process that benefits both sides in a business sale transaction. The seller in this transaction wanted to sell his mature business to inject capital into the new enterprise to enhance the tangible asset & employee infrastructure, rate of growth, and potential for success of the new company.

Sales 53

Sales Financial Company Marketing 53

LSA Global

NOVEMBER 20, 2023

The Strategic Account Sales Training results were: 96.5% With diverse go-to-market strategies and aggressive growth targets, they wanted a customized Strategic Account Sales Training to equip their sales teams with a better sales playbook and a more strategic mindset to better protect, serve, and grow their most critical strategic accounts.

Training 36

Training Training Sales Talent 36

Harvard Business

MAY 29, 2017

Consumer technology and its potential went largely ignored in the enterprise. ” Nowadays, a company’s digital strategy practically drives the roadmap and goals of many departments, from marketing to sales to HR. Even the word “digital” now means something different. It used to be synonymous with “IT.”

Survey 132

Survey Hotels Company Enterprise 132

Harvard Business

JANUARY 19, 2018

These more structured data resources then provide the platform for yet another application of AI-based algorithms, where the focus is on identifying patterns in data that ultimately provide the basis for predictive sales and marketing models. The primary users of the data and models are, of course, the Autodesk sales force.

B2B 71

B2B B2C Sales Data 71

Harvard Business

JULY 30, 2018

” and the marketing team provides one answer, sales a second, and accounting a third. Thus, the term “customer” can mean a potential buyer to the marketing department, the person who signed the purchase order to sales, and the legal entity that it bills to accounting. Jorg Greuel/Getty Images.

Data 103

Data System Sales Retail 103

Women in Consulting

OCTOBER 14, 2012

Ticket Software The Patron Edge Ticketing Systems Box Office Management Online Ticket Software Ticket Sales Software. Blackbaud offers the best non profit software solutions including donor management software, church accounting software, enterprise CRM, online fundraising, volunteer management, and much more. Online Resources.

Media 130

Media Nonprofit Marketing Software 130