Harvard Business

AUGUST 22, 2023

Technology has long been used to boost seller productivity, but sales leaders are telling us that efficiency gains have become slower and more expensive. Sales organizations’ tendency to run most tasks through the sales rep requires an increasing number of complex systems to support.

Sales 172

Sales Efficiency System Productivity 172

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. Not only are teams having to continually learn new trends and information about their products and their clientele, but the manner in which they sell is having to shift as well. Not sure where to start?

Sales 162

Sales B2B Training Training 162

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 195

Sales How To Case Study Case Studies 195

Harvard Business

NOVEMBER 20, 2018

I’ve been using the sales funnel for 28 years, my whole career. When I started my career, the most profitable application of force was in sales. Back in the 1990s, sales reps had a lot of information, while customers had relatively little. Sales reps leveraged that information gap to create a lot of trust.

Sales 132

Sales B2C Energy Efficiency 132

Epicflow

AUGUST 30, 2024

Supply chain management aims to regulate the flow of materials, information, and finances across the entire supply chain. These insights are used to spot inefficiencies, areas for improvement, and make informed decisions. Supply chain management. Maintenance management. It supports scenario analysis.

Operations 204

Operations Management Efficiency Resources 204

Harvard Business

NOVEMBER 8, 2018

She asks an analyst on her team to do an online search for information. The manager peruses that company’s website and requests more information by entering data about her needs through a webform. The inside salesperson hasn’t seen the webform data, so the manager must repeat much of the information she had already entered.

Sales 129

Sales Marketing Software Data 129

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

FEBRUARY 1, 2022

How one company created a “universal commercial engine” to replace both divisions.

B2B 193

B2B Sales Marketing Engineering 193

Harvard Business

MARCH 21, 2023

Let user-generated insights lead the way.

B2B 174

B2B Sales Enterprise Data 174

Epicflow

JULY 5, 2024

It enhances decision-making Comprehensive insights and analytics provided by team capacity planning tools facilitate making informed decisions regarding resource allocation, project prioritization, and workload management. Without tools, obtaining and managing this data is a real challenge, especially for companies running multiple projects.

Tools 253

Tools Software Resources Efficiency 253

David A Fields

JUNE 13, 2017

Then, outta nowhere, PlumCo’s sales nosedive and your buyer informs you, “Sorry. You’re a happy camper. Because you’re (hypothetically) on the brink of signing a doozy of a consulting project with PlumCo. We can’t do anything right now – all discretionary spending has been cut.” Apparently you’re discretionary.

Consulting 170

Consulting Sales 170

Consulting Success

SEPTEMBER 4, 2017

Many consultants feel like “sales” is a derogatory term. You can listen to Episode 1 of Consulting Success Podcast to learn more about why it absolutely isn’t, but first you need to listen to this episode to hear Mitch’s approach to sales. 18:08] Proof that persistence in sales can have major payoffs. [22:26]

How To 186

How To Sales Consulting Resources 186

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

Steve Shu Consulting

FEBRUARY 16, 2021

Goals What is the apparent priority in terms of product versus service sales? Unclear how the blue circle “Sale” icon differs from the “Save $X” label. List prices are provided as reference points with sales prices also listed. Things to Think About. Choice Architecture and Design What are some key elements of the design?

Examples 195

Examples Sales Education Productivity 195

Clarity Consultants

FEBRUARY 9, 2025

Are you aiming to increase sales, improve customer satisfaction, or boost employee retention? For example, if your goal is to increase sales, your L&D programs might focus on enhancing sales techniques, product knowledge, or customer relationship management skills. Start by clearly defining your business goals.

Metrics 147

Metrics ROI Training Training 147

Successful Independent Consulting

JULY 16, 2019

For more information about that type of work, click here.) My colleague Nancy says that someone in an area like talent management may not be specialized enough to get many project requests; they’d do better if they specialized in a subset of talent management like sales compensation or talent management software.

Talent 297

Talent Research Consulting Conference 297

Harvard Business

DECEMBER 20, 2018

Front-line sales professionals and managers rarely find the majority of these capabilities useful in winning more business for the company. CRMs today also serve a lot of masters, from executives in the C-suite, technology, marketing, finance, and, oh yeah, sales. And the sales team — well, they mostly hated it.

Sales 132

Sales How To Metrics Tools 132

Steve Shu Consulting

JUNE 15, 2011

” Without bottom line or prescriptive messages to analyses, consultants may find themselves in an unfortunate spot of brain-dumping information with no end purpose or goal. question might be, “Client needs to focus on improving six red-flagged areas which cost the client $X per annum in above average churn.”

Consulting 337

Consulting Development Analysis Leadership 337

Consulting Matters

SEPTEMBER 30, 2020

I know for me, sometimes it’s as little as $20, just the filing fee to make sure they, the State, has the most updated information. And, that if something happens to that business and they want to come back and blame you that you’ve guided them wrong, or that you gave them bad information, this insurance covers you.

Consulting 296

Consulting How To Insurance Insurance 296

Clarity Consultants

JULY 22, 2021

The uncertainty created by the pandemic has left many wanting information and guidance beyond what they previously expected from companies. It allows them to feel secure and cared for by those they choose to do business with, something that can be incredibly reassuring.

Training 263

Training Training Talent Consulting 263

Tom Spencer

OCTOBER 25, 2024

This has the potential to lower operating expenses, boost sales volumes, and thereby increase overall profitability. Email marketing platforms powered by AI can segment audiences based on various criteria, such as past purchases, browsing behavior, and demographic information. AI tools can also revolutionise customer service.

Small Business 78

Small Business Data Efficiency Tools 78

Successful Independent Consulting

FEBRUARY 22, 2017

Their branding helps drive sales by keeping their products or services fresh in the consumer’s mind. Personal branding is about truly knowing yourself—your values, your strengths, your sweet spot—and having the confidence to highlight and leverage that information. These brands represent certain values. What am I known for? (Or,

Consulting 296

Consulting Advertising Survey Examples 296

David A Fields

FEBRUARY 11, 2015

Many sales techniques exhort you to ask questions that will reveal a prospect’s situation, uncover their deeper needs, and heighten the perceived value of your solution. For most adults, inquiry is a route to information. Is asking questions more important and trickier than you realized? First, though, what is the role of questions?

Sales 150

Sales Consulting 150

LSA Global

JUNE 17, 2024

How to Increase the ROI of Sales Training Even though $20 billion is spent on business sales training per year, more than a third of sales leaders admit that they do not have a clear idea of what measurable return they are looking for on sales training. All those sales skills make sense.

ROI 64

ROI Training Training Sales 64

Harvard Business

FEBRUARY 6, 2024

This article provides a process that can make a big difference in helping companies do a better job of choosing early users and harvesting valuable information. The problem is the way they are designed and implemented. They can have a significant impact on the success of a new product launch.

B2B 249

B2B Productivity Company Sales 249

Harvard Business

DECEMBER 13, 2023

That’s because today’s marketers have mistaken information for intimacy. Today we have more data than ever before, yet marketers still struggle to understand their customers. The author, who ran strategy for Wieden+Kennedy, describes an ethnographic research campaign his team conducted on behalf of McDonald’s.

Data 279

Data Research Marketing Culture 279

Tom Spencer

JUNE 9, 2023

As a result, businesses are able to provide recommendations that simultaneously enhance customer satisfaction and increase sales revenue. AI algorithms can analyze complex datasets, extract key information, and provide businesses with valuable insights to make informed decisions.

Data 147

Data Operations Efficiency System 147

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

Progressus

APRIL 4, 2025

AI Continues to Accelerate Sales and Service Workflows Taking care of customers is all about accelerating workflows. Whether its providing product and service information, scheduling deployments, or responding to service incidents, customers want it all right now.

Sales 52

Sales Productivity 52

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. Instead, it depends on valuable information collected from suppliers and customers and evolving market dynamics.

Productivity 158

Productivity Sales Strategy Marketing 158

Effective Managers

MARCH 31, 2023

Humans have done an incredible job of designing software and hardware components that bring information to one’s fingertips in amazing ways. The availability of information is augmenting our human intelligence. It has taken the world by storm because it has moved the information gathering and presentation to the next level.

Ethics 148

Ethics Training Training Data 148

Clarity Consultants

SEPTEMBER 30, 2024

Calculating Training ROI can be complex, but it is essential for justifying training expenditures and making informed decisions about future training initiatives. Surveys and interviews can be practical tools for gathering this information.

ROI 147

ROI Training Training Metrics 147

Consulting Success

JULY 24, 2017

6:53] A look inside the $25,000 booklet that led to multimillion dollar sales. [10:38] 23:20] Sharing useful and relevant information builds trust with potential clients. [26:05] Key Takeaways: [1:20] Gordon outlines the career path that led him to the top of his field. [4:30] 10:38] Why do white papers work so well? [13:30]

How To 257

How To Consulting Case Study Case Studies 257

Markovitz Consulting

JANUARY 21, 2019

Last week , I wrote about how sales incentives cause salespeople to stuff the company’s distribution channels with inventory far in excess of consumer demand. Boeing’s finance department processes some of their financial information on a daily basis, rather than waiting to process a large batch at the end of the month.

Finance 145

Finance Financial Meeting Examples 145

Steve Shu Consulting

JULY 28, 2015

nurturing marketing and selling skills for consulting (for example, I highly recommend books like Winning the Professional Services Sale by Michael McLaughlin ). And for those readers seeking books and information on getting a job with a consulting firm, there are a number of other books out there. It can be found here.

Consulting 150

Consulting Management McKinsey Interviews 150