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What Subscription Business Models Mean for Sales Teams

Harvard Business

Across the technology industry, subscription sales models are growing in popularity. The trend is having a big impact on sales forces. As ongoing account management activities consumed more and more sales time, new customer acquisition slowed down–and the company’s revenue growth began slowing, too.

Sales 59
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VOMP Your Way Out of a Conflict

Makarios Consulting

Let’s see how the VOMP model works in action through this hypothetical but very common scenario: Tensions escalated during a quarterly meeting between Mary Ann, VP of New Business Development, and Sam, VP of Business Operations, at ABC Website Design Company. For projects beyond this scope, a formal proposal process will still be required.

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Want To Be On The Leading Edge? Forget About It.

Markovitz Consulting

Here are a few areas that are probably creating lethal operational drag on the corporate ship. At this level, managers are consumed with the chaos of daily operations, and seldom have any understanding—or bandwidth—to execute on the lofty strategic goals pronounced in the C-Suite. Problem: lack of clarity around strategy.

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Repair Regulations: Limiting Business Deductions

Women in Consulting

Purpose: These guidelines shall be observed by the management and staff of the company, who are directly concerned with the accounting and management of company-owned tangible property, in relation to all transactions related to the acquisition, maintenance, sale or other final disposition of such property.

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In the Best Sales Teams, About Half of the People Are in Support Roles

Harvard Business

Sales reps are most effective when they have the right amount of support staff, but exactly how much support staff does a company need, and how should it be structured? Call it a Goldilocks quandary: Too little support, and your sales people can’t do their jobs well; too much, and you’re wasting money.

Sales 51
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Top Five Lessons Learned from My 16 Years as an “Interim VP Marketing”

Women in Consulting

Either way, my clients are wise enough to realize that they’re operating under a handicap – likely losing both mindshare and market share — if this role is vacant. The top team is KEY: CEO, the VP sales, and VP marketing. I learned about this early in my career, working at Regis McKenna. Anything less is going to produce less.

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Google vs. Sun vs. France: Too Big, Too Powerful, Too Free

MishTalk

Privacy watchdogs in the European Union issued guidelines on Wednesday calling on the company to apply the recent ruling on the so-called right to be forgotten to all Google search results. Guidelines Optional Guidelines are not rules. Panel Says. This is a line that U.S. This is a line that U.S. Enter France once again.