Management and Sales - Management Consulting Connection

Effective Manufacturing Operations Management in 2024

Epicflow

AUGUST 30, 2024

There’s one more essential component that helps manufacturers reach their goals — manufacturing operations management (MOM). What Is Manufacturing Operations Management? Manufacturing operations management (MOM) is the practice of overseeing and improving manufacturing processes at multiple levels. Quality management.

Operations

Operations Management Efficiency Resources

The Perfect, Consulting Firm Sales System

David A Fields

AUGUST 17, 2021

What would the perfect, consulting firm sales system include? That’s why there are extensive personal systems and business systems, such as comprehensive methods for project management, turnkey packages for managing HR administration and, most importantly, a system for … Continued. Systems are the greatest.

System

System Sales Consulting Efficiency

Can AI Assistants Add Value to Your Sales Team?

Harvard Business

SEPTEMBER 3, 2024

AI assistants are transforming sales by acting as digital coaches, analysts, and advisors to salespeople. They analyze sales pitches and provide personalized feedback, helping salespeople refine their communication and engagement strategies.

Sales

Sales Analysis Data Strategy

Webinars

What Your Financial Statements Are Telling You—And How to Listen!

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4 Steps That Can Optimize Your Sales Process

Harvard Business

SEPTEMBER 24, 2024

Closing a sale is the result of earlier actions such as customer discovery, lead qualification, and performance management. Framework IT improved its sales process by better qualifying prospects, understanding key stakeholders, and promoting its differentiators, leading to increased deal sizes and customer satisfaction.

Sales

Sales Management Marketing Strategy

Best Practices for Accelerating the Sales Process

Advertiser: ZoomInfo

More often than not, sales leaders strive to accelerate their deal cycle, but it’s critical to also consider the opportunity cost. The bottom line is that, in B2B sales, speed is useless without control. The bottom line is that, in B2B sales, speed is useless without control.

Sales

Integrating Digital Tools into Every Stage of Your Sales Strategy

Harvard Business

MARCH 7, 2024

Digital tools powered by relevant data can help to generate customer insights, better allocate sales resources, facilitate channel interactions, and improve brand value. But, like any tool, digital systems are only as good as their users.

Tools

Tools Sales Strategy Strategy&

A New Way to Compensate Sales Teams

Harvard Business

MARCH 15, 2024

Although the business environment is completely different than it was 20 years ago, the way most companies structure sales quotas and compensation has not evolved to keep up. To effectively compensate your sales team, follow these five steps. First, companies should determine their go-to-market maturity and set goals accordingly.

Sales

Sales Company Marketing Strategy

How AI Can Help Sales Teams Craft More Personalized Pitches

Harvard Business

NOVEMBER 28, 2023

In the past, hours of leg work and research were required to create relevant and resonant sales interactions. Modern sales platforms have the potential to help the average seller get to expert-level preparedness, in a fraction of the time, increasing their relevance and credibility with buyers.

Sales

Sales Research Data Marketing

What Founders Get Wrong about Sales and Marketing

Harvard Business

DECEMBER 5, 2023

For early-stage startups, sales and marketing are crucial for gathering customer feedback.

Sales

Sales Marketing Talent Strategy

Why B2B Contact and Account Data Management Is Critical to Your ROI

Advertiser: ZoomInfo

Given data’s direct impact on marketing campaigns, reporting, and sales follow-up, maintaining an accurate and consistent database is a top priority for B2B organizations. Download this eBook and gain an understanding of the impact of data management on your company’s ROI. You'll learn about: The true cost of bad (and good) data.

ROI

Corporate to Consultant: How Managers & Executives Transition to Consulting with Tom Tonkin: Podcast #209

Consulting Success

OCTOBER 25, 2021

Tom is the co-founder of The Sales Conservatory and CEO of The Conservatory Group, a management consulting firm where you help businesses with their management, leadership, and sales. Joining Michael Zipursky is Tom Tonkin. Today he shares how he.

Consulting

Consulting Management Sales Leadership

Top 15 Capacity Planning Tools for Your Business [2024]

Epicflow

JULY 5, 2024

A capacity planning tool is software developed to assist organizations in allocating and managing their resources more effectively. Integrations This capability will be useful if a company has already implemented a project management tool. What Is a Capacity Planning Tool, and Why Do You Need One?

Tools

Tools Software Resources Efficiency

Stop Losing Sales to Customer Indecision

Harvard Business

JUNE 24, 2022

A playbook to help sales reps nudge customers off the fence.

Sales

Sales Marketing Management

Using Sprints to Boost Your Sales Team’s Performance

Harvard Business

JULY 20, 2023

As sales teams are stretched thin and face change initiatives and strategy shifts, using the sprints made popular by agile can help them focus on priorities that will drive results. At the heart of this is a cadence of structured, weekly meetings between the manager and the salesperson.

Sales

Sales Agile Methodologies Meeting

Pressure Points: How to Ensure Your B2B Pipeline Passes Inspection

Advertiser: ZoomInfo

This eBook highlights best practices for developing a pipeline management process that helps sales leaders and their team C.L.O.S.E you’ll see what we mean in this eBook) more revenue through data-driven prospecting, stage analysis, and subsequent sales enablement.

B2B

New Technology Is Overwhelming Sales Teams

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

Sales Efficiency System Productivity

Leading Management Principles of the World’s Top Shipbuilders

Epicflow

NOVEMBER 8, 2024

The State of Project Management 2018 survey by Wellingtone reveals a harsh truth — dissatisfaction with the current level of project management maturity in organizations all over the world is higher than a year ago. To improve their project management practices, C-levels at HHI developed a sustainable management policy.

Management

Management Cash Flow Industry Real Estate

How to Retain Your Best Sales Talent

Harvard Business

APRIL 28, 2022

A recent study found that 56% of sales professionals are actively job hunting.

Sales

Sales Talent How To Study

How to Improve Your Sales Skills, Even If You’re Not a Salesperson

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

Sales How To Case Studies Case Study

How to Overcome the Pain Points of Your CRM

Advertiser: ZoomInfo

The promise of a CRM ( customer relationship management ) led organizations to believe each could digitally transform its businesses through tracking touchpoints throughout the buyer’s journey. When used effectively, a CRM can be the lifeblood of your sales team – keeping everyone organized, efficient, and at peak productivity.

How To

The Role of Instructional Design in Creating Effective Sales Enablement Programs

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

Sales B2B Training Training

Consulting Sales Funnel: 5 Steps To Land Clients

Consulting Success

SEPTEMBER 13, 2024

Struggling to build your consulting sales funnel and land clients? Many inexperienced consultants are “reactive” with their sales pipeline. They manage opportunities as they come, and often wait for them to appear out of thin air… But if you want to ramp up your business and take it to the next level — and create.

Sales

Sales Consulting Management Strategy

How Your Sales Team Can Catch Up on Digital and AI Tools

Harvard Business

SEPTEMBER 18, 2024

Three obstacles to digital adoption — and a playbook for overcoming them.

Tools

Tools Sales Management

Align Your Sales Team with Your Strategy

Harvard Business

MAY 3, 2023

Getting your sales team on board with your strategy shouldn’t be an afterthought.

Sales

Sales Strategy Strategy& Strategy

2020 Database Strategies and Contact Acquisition Survey Report

Advertiser: ZoomInfo

47% of marketers said they have a database management strategy in place, but there is room for significant improvement. Marketing and sales teams are feeling pressured to deliver authentic messaging to buyers at every point of their customer journey.

Report

How Middle Market Companies Can Avoid a Liquidity Crisis

Harvard Business

OCTOBER 6, 2023

Managers tend to think about liquidity as a finance issue, but in face the behaviors of the sales and operations team — and how they communicate and work together — can have a direct affect on a company’s cash position.

Cash Flow

Cash Flow Marketing Company Finance

Reaching Higher in the Organization

David A Fields

MAY 9, 2014

A question I was asked… I have an introduction to a sales manager at a potential client. How do I tactfully go over his head to get to the decision maker?… … See my response in the Solo Consultant’s Network. The post Reaching Higher in the Organization appeared first on David A. relationships value proposition'

Sales

Sales Consulting Management

When Sales Incentives Backfire

Harvard Business

MARCH 18, 2025

A conversation with researchers Tim Gardner and Colin Wong on how salespeople game the system.

Sales

Sales System Research Ethics

Making Omnichannel Work for Luxury Retail

Harvard Business

SEPTEMBER 3, 2024

Achieving true omnichannel excellence in luxury retail is a formidable challenge due to the inherent need for high-touch customer experiences and the complexity of managing multiple distribution channels, including e-commerce and third-party resellers.

Retail

Retail Sales Leadership Strategy

Foundational ABM Building Blocks

Advertiser: ZoomInfo

Today, many B2B companies use ABM teams or technologies to make sales. Watch this webinar with Rachael Foster, Director of Account-Based Experience at ZoomInfo, and Dan Dolph, Manager of Account-Based Experience at ZoomInfo. Account-based marketing (ABM) is a key strategy for driving sustainable growth.

B2B

Is Your Sales Team Struggling to Sell Solutions?

Harvard Business

JANUARY 4, 2022

Your leadership team might be at the root of the problem.

Sales

Sales Leadership Marketing Management

E-Commerce Platforms Must Prioritize the Consumer-Influencer Relationship

Harvard Business

SEPTEMBER 20, 2023

Managing the platform to generate sales, therefore, is about enabling the right content to reach the right viewers. In China, content-based platforms are generating a growing proportion of e-commerce, presenting a growing threat to established platforms like Alibaba and JD.com.

Retail

Retail Trends Sales Productivity

Why Founders Need to Focus More on Sales and Marketing

Harvard Business

OCTOBER 2, 2024

If you’re a founder — or aspire to be one — this episode is for you.

Sales

Sales Marketing Talent Strategy

Sales Teams Need to Stop Focusing on the Customer Funnel

Harvard Business

MARCH 13, 2023

Instead, build an “experience chain” that aligns the customer journey across physical and digital channels.

Sales

Sales Advertising Research Marketing

Forrester Research Report: How Sales and Marketing Intelligence Drive Improved Business Outcomes

Advertiser: ZoomInfo

Fact: Only 8% of sales and marketing professionals say their data is between 91% - 100% accurate. In 2019, DiscoverOrg commissioned Forrester Consulting to evaluate sales and marketing intelligence practices in the B2B space. of companies achieved a score indicating maturity in data management practices in the space.".

Sales

3 Questions Sales Teams Should Ask After Losing (or Winning) a Deal

Harvard Business

JULY 24, 2023

In the authors’ experience leading and coaching sales teams, they see evidence that a brief, well-pointed sales retrospective, where you unpack the reasons behind a win or a loss, can significantly improve a team’s future win rate. But very few take the time to assess why they won the business.

Sales

Sales Finance Marketing Productivity