LSA Global

NOVEMBER 16, 2022

Product-Oriented versus Customer-Oriented Experienced sales managers know that their team’s sales presentations should orient their messages toward the customer rather than the product. Yet research shows that salespeople regularly stumble headlong into a product-oriented approach when making sales presentations.

Sales 36

Sales B2B Research Productivity 36

Management Consulted

MAY 29, 2016

Boston Consulting Group on Strategy is a compilation of 82 valuable articles called Perspectives, 4 Harvard-reviewed business articles and 8 other articles written by various members of The Boston Consulting group between 1968 to 2005. WHY READ IT? QUICK OVERVIEW. INTERESTING BOOK INSIGHTS.

Boston Consulting Group 100

Boston Consulting Group Groups Strategy Strategy 100

Tom Spencer

MAY 24, 2024

Although it is fairly common for a successful business to generate 80% of its profits from 20% of its products, relying heavily on a small number of products, services, or markets exposes a business to significant risk. Diversify Revenue Streams One fundamental strategy for business resilience is to diversify revenue streams.

Strategy 88

Strategy Strategy Strategy& Cash Flow 88

Markovitz Consulting

DECEMBER 1, 2020

Recent research from the Boston Consulting Group confirms that employees can do better work when they’re liberated from much of the bureaucratic cruft that passes for daily management. According to BCG’s analysis , productivity at companies that have shifted to remote work has increased between 15% and 40%.

Boston Consulting Group 259

Boston Consulting Group Travel Meeting Productivity 259

Management Consulted

MAY 10, 2015

HAY GROUP CONSULTING. In this firm profile, we do a deep dive into Philadelphia-based Hay Group, a darling in the boutique organizational consulting realm. KEY STATS FOR HAY GROUP. Hay Group Website: [link]. Hay Group Headquarters: Philadelphia, Pennsylvania. Hay Group Employees: 2800 employees.

Groups 100

Groups Interviews Culture Case Interview 100

Wakeman Consulting Group: Dave's Blog

JUNE 14, 2023

Lots of comments on this The Wall Street Journal story about the decline in sales of Bud Light , tying the sales decline to a “boycott” I’m skeptical of that line of reasoning. The big lessons from this recent decline in Bud Light sales: * Brand Purpose is mostly BS. It is too simplistic for me.

Sales 40

Sales Journal Marketing Groups 40

1 to 1

AUGUST 30, 2021

The sales world is forever altered, thanks to pandemic-fueled digital transformation across entire enterprises. In the B2B space, where relationships reign supreme, sales organizations found effective and efficient ways to conduct business with a digital-first approach that’s efficient, effective, and won’t go away any time soon.

B2B 29

B2B Sales ROI B2C 29

Johanna Rothman

SEPTEMBER 28, 2018

In this part, I’ll discuss an option for a product-oriented organization. Consider a Product-Oriented Organization. Instead of organizing by function, consider a product-oriented organization. Again, I am not saying this is the only way a product organization would look, but this is a possibility. What do you do?

Productivity 65

Productivity Agile Efficiency Management 65

Tom Spencer

MAY 17, 2024

It is not “differentiation” or providing a clear difference between your products and your competitors, though that is also an important idea. Perhaps this is why product managers are often paid top salaries. Inimitability In addition to being a tongue twister, inimitability has confused executives for centuries.

Strategy 88

Strategy Strategy Strategy& How To 88

Tom Spencer

JULY 7, 2023

I was assigned to a typical strategy engagement – should client X selling product Y increase sales in market Z? Our hypothesis was that increased sales volume would be associated with increased profitability due to economies of scale. Then, we used their current income statement to calculate the average cost for each product.

Data 78

Data Consulting Balance Sheet Analysis 78

Tom Spencer

APRIL 11, 2020

Companies sell products to a broad variety of industries and customer segments, and it’s often hard to know where to focus the sales, marketing and product development efforts. They buy quickly, renew and expand their contracts, and advocate for the product. Product analytics: monthly usage, feature usage.

Sales 78

Sales Comparison Productivity Data 78

Wakeman Consulting Group: Dave's Blog

APRIL 17, 2023

Sales are falling. There’s a sales bump because demand is pulled forward. The bump in sales is less. Instead of standing strong, you become a “me too” product or service. Dave P.S. I’m doing a FREE ticketing webinar this week to try out some new ideas on sales/marketing/branding. We have to do something!”

Sales 59

Sales Strategy Strategy Strategy& 59

Wakeman Consulting Group: Dave's Blog

MAY 11, 2023

Improved Sales : This can come in many forms like less sales time, shorter sales cycle, more renewals, or winning new business. Reduced Sales Time: We get here with a whole combination of factors like better pricing, stronger positioning, targeting, branding, and more. Your sales can drive your valuation as well.

Sales 45

Sales Exercises Marketing Research 45

Harmonious Workplaces

NOVEMBER 17, 2023

When auditing a sales report, the CRM manager notices the report omits contact information for many company accounts. The sales manager states that he doesn’t trust the other salespeople to not “steal his contacts,” so he does not report contact information, communications, or other data pertaining to his deals. Why allow stinginess?

Leadership 52

Leadership Sales Nonprofit Culture 52

Tom Spencer

AUGUST 29, 2020

Then, budget allocation is done, by shifting money from low ROI mediums to high ROI mediums, thus maximizing sales while keeping the budget constant. are interpreted as the % change in business outcome (sales) for a unit change in the independent variables (e.g. Consider Product ABC from a leading retailer. Types of MMM.

Marketing 97

Marketing ROI Sales Advertising 97

Harvard Business

MARCH 29, 2018

Increasing staffing, they found, could increase sales and profits. Once the full experiment was launched in November 2015, 28 stores in the San Francisco Bay Area and Chicago were randomly assigned to control and intervention groups. More-stable scheduling increased sales and labor productivity. The results were striking.

Retail 28

Retail Sales Productivity Research 28

Harvard Business

NOVEMBER 23, 2018

In the 2001 recession, total sales for the S&P 500 declined by 9% from its pre-recession peak to its trough 18 months later—almost a year after the recession officially ended. Prior to the past recession, both eventual winners and eventual losers in a group of 3,500 companies worldwide experienced double-digit growth rates.

Sales 31

Sales B2B Tools Software 31

Harvard Business

NOVEMBER 5, 2018

One simple and often overlooked way for larger companies to experiment is to randomize the introduction of new products across a set of markets. But the experiment also accounted for the effect that Express Pool had on existing Uber products and made clear that launching it would make good business sense.

Productivity 28

Productivity Metrics Sales Engineering 28

1 to 1

MAY 4, 2020

However, it has not changed the need for sales teams to produce results. On a recent webinar, “How to readjust and future-proof your sales,” sales growth experts from TTEC addressed prevalent questions about selling in today’s new reality and shared proven tactics, tips, and strategies. This is especially true today.

Sales 26

Sales How To Resources Meeting 26

Tsavo Neal

JUNE 19, 2020

Why do people write in 3rd person in the about section of their LinkedIn profile, especially those in B2B sales. It’s because they’ve seen others do it and it “looks professional”— and they don’t know a thing about marketing or sales. (I I don’t blame them — marketing and sales are very difficult). Don’t sit on the fence.

B2B 78

B2B Sales Marketing Groups 78

1 to 1

SEPTEMBER 21, 2021

Marketing and sales teams have traditionally had two separate objectives in most organizations: the marketing team works to get leads and fill the top of the funnel, while the sales team focuses on the bottom of the funnel and closing those leads. Lead prioritization is another people-based way brands can boost sales.

Sales 26

Sales Marketing Balance Sheet Data 26

MishTalk

JUNE 15, 2015

Following the rebound in consumer spending (heavily weighted to subprime auto sales), economists expected a rebound in Industrial Production. All the main numbers in today's industrial production report are below low-end forecasts with the headline at minus 0.2 The production of consumer goods decreased 0.3 percent and 4.0

Industry 28

Industry Sales Productivity Energy 28

Kai Davis

NOVEMBER 23, 2023

Here is a selection of services and products from friends and colleagues that help meet your needs and help you grow. Specials on Kai's Products 34% off Quick Start Roadmapping Get the complete Quick Start Roadmapping for $99 (instead of $150). You'll get the book, resources, SOPs, guides, templates, and videos.

Metrics 52

Metrics Policies Software Sales 52

Consulting Matters

APRIL 9, 2019

Interview Transcript: Betsy Jordyn: Well hey there, it's Betsy Jordyn and I am so excited to interview our latest Consultants Institute grad, Dave Saliaris, who has his own consulting group that he is launching officially. So it was a very significant role and we did very unique things and new to the world type products. So welcome.

Interviews 208

Interviews How To Engineering Productivity 208

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 69

Sales How To Case Study Case Studies 69

Steve Shu Consulting

JUNE 20, 2012

Over the years, I have had to opportunity to manage different groups and perhaps more importantly observe how different managers and consultants face obstacles. For example, suppose a manager wants to adapt a software product for an adjacent customer market.

Management 225

Management Consulting Groups Development 225

Consulting Matters

APRIL 9, 2019

Interview Transcript: Betsy Jordyn: Well hey there, it's Betsy Jordyn and I am so excited to interview our latest Consultants Institute grad, Dave Saliaris, who has his own consulting group that he is launching officially. So it was a very significant role and we did very unique things and new to the world type products. So welcome.

Interviews 189

Interviews How To Engineering Productivity 189

Harvard Business

MARCH 10, 2017

Sales executives with even moderately large, distributed sales forces rely on data to help them understand which activities and behaviors lead to the best outcomes. Refining Sales Team Structure and Roles. At the highest level, Workplace Analytics can provide a factual foundation for decisions on sales structure and roles.

Sales 30

Sales Software Productivity Data 30

Wakeman Consulting Group: Dave's Blog

FEBRUARY 6, 2023

I’ve had several reader and listener questions on price that I have been wanting to record responses to…today, I’ll answer one submitted: The question is: What are my thoughts on when a business should or shouldn’t compete on price against competition with a similar/same product? Why is this the case?

Sales 59

Sales Retail Productivity Examples 59

MishTalk

FEBRUARY 14, 2014

This morning the Fed reported Industrial production declined. Industrial production decreased 0.3 percent, partly because of the severe weather that curtailed production in some regions of the country. percent, partly because of the severe weather that curtailed production in some regions of the country. Clothing up 0.5%

Industry 73

Industry Productivity Automotive Construction 73

Harvard Business

SEPTEMBER 12, 2017

Companies typically compensate their sales force by using some combination of salary, commission, and bonuses, but executives are often unsure of which incentives provide the best motivation. We assigned the salespeople to different bonus treatment groups.

Sales 44

Sales B2B System Data 44

Harvard Business

AUGUST 14, 2017

While past quantitative research has investigated some of these issues, in our recent study we focused on an under-researched aspect of salesforce compensation: sales quotas. Traditionally, salespeople have been compensated based on monthly quotas, and that plan was kept in place at five stores to serve as the control group in our experiment.

Sales 28

Sales Study Retail Productivity 28

Harvard Business

JUNE 27, 2018

Consumers almost always tell researchers that they prefer to have many versions of a product from which to choose. For retailers, that difference has big implications for the problem of assortment — how many variations of a single product to offer. Holger Weitzel/Getty Images. They will therefore prefer a large assortment.

Productivity 28

Productivity Retail Advertising Groups 28

Tom Spencer

MAY 26, 2023

BRICS – Brazil, Russia, India, China, and South Africa – are the group of five major emerging economies that have been a serious topic of discussion in recent years. For example, if a business considers offshoring production to China, it must consider how raw materials and other costs of production are likely to change.

System 88

System Banking Financial Productivity 88

Harvard Business

JUNE 23, 2017

Why does a salesperson lose a sale? There’s a tendency to assume that the salesperson lost because their product was inferior in some way. However, in the majority of interviews buyers rank all the feature sets of the competing products as being roughly equal. 3: Market Leaders Have an Edge.

Sales 28

Sales Fashion Real Estate Engineering 28

Harvard Business

MAY 24, 2016

The odds are stacked against new products or services. We have diagnosed thousands of product failures over the last 30 years, and have found recurring patterns. Often new products are over-engineered with too many features, usually at too high a price. The problem with wildly successful products.

Productivity 28

Productivity Sales Development B2B 28

CaseInterview.com

DECEMBER 16, 2022

The term “T-shaped skills” seems to have been popularized by IDEO, the world-renowned product design company. Managers and leaders manage their teams to integrate with the work of other groups in the organization. In order to work well with other groups, you need to know your area extremely well.

McKinsey 105

McKinsey Financial Engineering Development 105