LSA Global

JANUARY 29, 2025

Net Promoter Score This worldwide industrial technologies company wanted to design and deliver a Customized Sales Training program to help their sales reps who were facing increased competition, new pricing models, changing client demands, delayed sales cycles, and increased pressure to find and grow new accounts.

Training 41

Training Training Sales Industry 41

Harvard Business

NOVEMBER 20, 2018

I’ve been using the sales funnel for 28 years, my whole career. The flywheel was used by James Watt over 200 years ago in his steam engine, the invention that powered the Industrial Revolution. When I started my career, the most profitable application of force was in sales. clu/Getty Images. It was the right thing to do.

Sales 132

Sales B2C Energy Efficiency 132

Clarity Consultants

MAY 26, 2023

The B2B sales world has completely changed over the last few years, and businesses all over the world are struggling to keep up. This makes a sales enablement program a vital tool when running a business. What is the Purpose and Goal of a Sales Enablement Program? That’s why a sales enablement program is essential.

Sales 162

Sales B2B Training Training 162

Harvard Business

JULY 1, 2024

Researchers found that service agents yield better results when they use warm language to start and end conversations, focusing on problem-solving in the middle.

Sales 244

Sales How To Research Airlines 244

Epicflow

JULY 5, 2024

Epicflow serves companies running multiple complex projects with a shared resource pool operating in the following industries: aerospace and defense, automotive, telecommunications, software development, telecommunications, healthcare as well as government institutions. Ganttic serves companies of all sizes in every industry.

Tools 253

Tools Software Resources Efficiency 253

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. We’ll focus here on what the sales organization should be doing now to prepare for the next recession, with an eye toward using new digital tools.

Sales 130

Sales B2B Tools Software 130

Harvard Business

JANUARY 3, 2024

In 2022, new EV sales in China grew by 82%, and the country provided 35% of global EV exports. This article outlines three key reasons for the growth of China’s EV sector: experimenting in adjacent industries, encouraging operational solutions, and doubling down on core technology. While the U.S.,

Marketing 253

Marketing Automotive Operations Sales 253

LSA Global

DECEMBER 16, 2024

How to Sell in Challenging Times: B2B Strategies for Success We know from sales leadership simulation assessment data that selling B2B solutions in challenging times requires more than sales perseverance it demands a shift in sales strategy, sales mindset , and sales communication.

B2B 67

B2B How To Sales Trends 67

Clarity Consultants

FEBRUARY 9, 2025

Companies rely on Learning & Development (L&D) programs – especially eLearning – to stay competitive as industries change. L&D programs help organizations keep up with industry trends, adopt new technologies, and respond to changing market demands. Start by clearly defining your business goals.

Metrics 147

Metrics ROI Training Training 147

LSA Global

NOVEMBER 18, 2024

How to Win Over Value Buyers + Key Mistakes to Avoid Studies highlighted by our microlearning experts show that more than half of all sales prospects are value buyers who focus on achieving measurable business outcomes. To win their business and win over value buyers, sales reps must behave differently.

Sales 68

Sales Metrics B2B Case Study 68

Tom Spencer

FEBRUARY 10, 2023

Investment banking forms part of the financial services industry involved in the underwriting, distribution, and trading of securities. What Investment Bankers Do There are several key roles within investment banking, including corporate finance, sales and trading, and research.

Banking 88

Banking Industry Finance Cash Flow 88

Harvard Business

APRIL 12, 2023

Fast-acting firms are deploying the technology to predict outcomes at various stages of the customer journey.

Sales 196

Sales Marketing Industry Data 196

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. However, this won’t happen overnight.

Sales 88

Sales Development Research Marketing 88

Epicflow

NOVEMBER 8, 2024

However, three major players in the shipbuilding industry — Hyundai Heavy Industries, Mitsubishi Heavy Industries, and Samsung Heavy Industries — are expecting stable growth over the next couple of years, according to Sea News. Due to poor project performance, $99 million is wasted for every $1 billion invested.

Management 222

Management Cash Flow Industry Real Estate 222

Effective Managers

JUNE 24, 2024

Examining Practical Applications of Artificial Intelligence (AI) in Improving Business Processes Leveraging AI into business operations has become a transformative force across various industries. Furthermore, AI can enhance employee engagement and development. This not only boosts employee capabilities but also aids in talent retention.

Ethics 246

Ethics Efficiency Operations ROI 246

Consulting Matters

DECEMBER 10, 2020

But once she got into the process, she discovered that she now has the pathway to grow her business way behind the Chicago area where she now lives to companies and industries all around the world! The difference that being a "unicorn" in your industry can make and how to use your uniqueness to set your consulting apart.

Course 296

Course How To Financial Consulting 296

Harvard Business

JULY 14, 2023

Pentagon procurement procedures have long complicated commercial software companies’ entrance into the defense market difficult, but the authors’ experience working with both tech startups and the defense industry leads them to believe that now is a good time for companies to enter the market.

Software 172

Software Marketing Company Sales 172

Markovitz Consulting

JUNE 9, 2020

Just like diversifying a stock portfolio, combining the wholesale and retail approach—large scale and small batch sales—makes companies more resilient and more profitable in the long run. But clearly this kind of “small batch” approach it can be beneficial for producers, distributors, and consumers alike.

Cash Flow 127

Cash Flow Industry Retail Sales 127

Consulting Success

MAY 13, 2024

In this episode, host Michael Zipursky talks with Amy Anderson, co-founder of Wild Coffee Marketing, to uncover expert insights and actionable strategies for maximizing lead generation success in the consulting industry. Don’t miss out on a power-packed conversation and skyrocket.

Consulting 275

Consulting Industry Marketing Strategy 275

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. Even though these people were in a different industry, they experienced the same challenges growing a business. Phil started a business in 2000, and 18 years later, he sold it!

How To 194

How To Methodologies Industry Sales 194

Harvard Business

OCTOBER 10, 2019

Christina Stembel started Farmgirl Flowers to improve the way the commercial flower industry offers choice, quality, and price. Today she’s at the helm of a growing company that serves flower lovers nationwide.

Sales 132

Sales Industry Company Strategy 132

Harvard Business

APRIL 24, 2024

Their findings offer some guidelines for companies who hope to design and successfully market upcycled products: 1) Designers should consider using components from other industries to enhance the appeal of their products and encourage cross-industry collaboration; 2) Product designers and managers should identify new uses for product components; 3) (..)

Productivity 243

Productivity Research Guidelines Industry 243

LSA Global

AUGUST 19, 2024

How Much Should a Sales Team Pressure Buyers to Close? Closing is a big part of sales, and it is not easy. Recent research by HubSpot found that close rates by industry average between 19% for Finance and 22% for Computer Software. With only 1-in-5 opportunities closing, how much should a sales team pressure buyers to close?

Sales 68

Sales Research Training Training 68

Harvard Business

JUNE 18, 2024

This phenomenon, observed across industries, is driven by social factors like the perception of referring as appropriate and the tendency to befriend similar people. New research reveals the surprising power of “referral contagion,” where referred customers not only buy more but also refer 30-57% more new customers than others.

Research 246

Research Industry Marketing Sales 246

Consulting Success

MARCH 2, 2020

Business branding is such an essential part of setting up a company because this is what’ll set you apart from all the other firms running in the same industry as you are. Your branding is the public face of your company, so it has to present as strong enough to carry the weight of all.

Strategy 247

Strategy Strategy Strategy& Consulting 247

Successful Independent Consulting

JULY 16, 2019

Most self-employed consultants I know have deep expertise in a certain function or industry, and nearly everyone would like to earn some extra money. If this describes you, check out what I recently discovered. How can I sign up to become a Council Member?

Talent 297

Talent Research Consulting Conference 297

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

Clarity Consultants

MAY 27, 2024

AI has become the focal point of conversation, captivating industry leaders, innovators, and policymakers. The Growing Buzz Around AI The widespread buzz around AI underscores its crucial role in shaping the future of industries and its significant impact on society.

Training 147

Training Training Case Study Case Studies 147

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 Strategy Strategy 158

Tom Spencer

JUNE 9, 2023

As a result, businesses are able to provide recommendations that simultaneously enhance customer satisfaction and increase sales revenue. For example, in industries like finance and accounting, AI-powered systems can process invoices, perform data entry tasks, and generate financial reports with minimal human intervention.

Data 147

Data Operations Efficiency System 147

Tom Spencer

FEBRUARY 4, 2022

Although Excel can be beneficial in any industry, some people dread the sight of a blank spreadsheet. 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).

Consulting 157

Consulting Sales Data Examples 157

Consulting Matters

MARCH 9, 2020

If you're going to invest in personal development, invest in the skills and tools you may not have like marketing and sales. Many consultants and coaches think it's the dream to have someone else do their marketing and sales and just bring them clients. But I would ask you, "Is it the dream?"

Consulting 285

Consulting Marketing Comparison Sales 285

Consulting Success

JULY 24, 2017

In today’s industry, up to 96% of customers serve themselves by Googling and then contacting businesses themselves. 6:53] A look inside the $25,000 booklet that led to multimillion dollar sales. [10:38] You’ll be inspired as you hear the list of ways that you can make customer stories work for you. Why do white papers work so well?

How To 257

How To Consulting Case Studies Case Study 257