Clarity Consultants

SEPTEMBER 30, 2024

In order to remain competitive, organizations are placing greater emphasis on investing in the ongoing training and development of their employees. However, with these investments comes the critical need to measure the effectiveness of the training programs and the return on investment (ROI) they deliver.

ROI 147

ROI Training Training Metrics 147

LSA Global

JANUARY 20, 2025

Kick Off a Sales Call with a New Prospect in 120 Seconds in 5 Steps Starting a sales call with a new prospect is a delicate balancing act that sets the tone for the entire conversation in two minutes or less. Be Prepared Sales pre-call planning is the foundation of a successful sales call especially when selling to senior executives.

Sales 67

Sales Training Training Finance 67

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

Harvard Business

DECEMBER 11, 2018

Thomas Steenburgh, a marketing professor at the University of Virginia Darden School of Business, was inspired by his early career at Xerox to discover why firms with stellar sales and R&D departments still struggle to sell new innovations. The answer, he finds, is that too many companies expect shiny new products to sell themselves.

Productivity 131

Productivity Sales Training Training 131

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

Harvard Business

AUGUST 3, 2017

To motivate, manage, and reward B2B salespeople, many companies use sales incentive plans that link large commissions or bonuses to individual results metrics, such as territory quota achievement. The right sales incentive plan creates a double win. This made it easy to measure individual sales results.

Sales 136

Sales Metrics B2B Culture 136

Harvard Business

MARCH 17, 2017

Most executives recognize a need for their sales team to act as consultants and sell “solutions.” ” But many CEOs would be shocked at how poorly their sales teams execute on the strategy of consultative selling. I’ve sat through many sales calls like this, and trust me it isn’t pretty.

Sales 136

Sales Chemicals Video Consulting 136

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 129

Sales Software Productivity Data 129

Harvard Business

MAY 20, 2016

In sales, where charisma and extroversion can be advantages, some people attribute success more to inborn personality traits than to skills that can be coached or taught. ”) But there’s a big difference between individual success in sales and success across an entire sales force. .”)

Sales 130

Sales Talent Operations Efficiency 130

Harvard Business

JUNE 22, 2018

Across the technology industry, subscription sales models are growing in popularity. The trend is having a big impact on sales forces. For example, an enterprise software company recently transitioned from selling custom software as a one-time product to selling monthly SaaS (software as a service) subscriptions.

Sales 127

Sales Guidelines Efficiency Software 127

Consulting Success

JUNE 11, 2018

a Sandler Training consulting firm specializing in sales and management productivity and effectiveness. in conducting public and private workshops, corporate programs, and one-on-one strategic sessions for corporate executives, business owners and/or individuals who find themselves in a sales/management role.

Training 113

Training Training Consulting Enterprise 113

Harvard Business

JUNE 30, 2017

When it comes to training and workforce development, lots of them. In a 2014 survey , 55% of executives said a major constraint to investing in training was that they did not know how to measure success. The metrics we track include: productivity, cost savings in recruitment and training, quality, retention, and speed to promotion.

Training 132

Training Training ROI Metrics 132

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

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

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

Effective Managers

JUNE 24, 2024

AI in Enhancing Productivity and Employee Engagement AI’s impact on productivity is profound. AI-driven learning platforms offer personalized training and development programs, helping employees acquire new skills relevant to their roles and the industry. Furthermore, AI can enhance employee engagement and development.

Ethics 243

Ethics Efficiency Operations ROI 243

Harvard Business

APRIL 12, 2018

Many industries have had to downsize sales forces. There are several reasons for recent sales force job cuts: Shifting market dynamics are one cause, including changing customer needs, customer consolidation, new buying channels, and slowing market growth. sales reps following an industry-wide downsizing trend.

Sales 99

Sales How To Turnaround Trends 99

LSA Global

JULY 15, 2024

How to Deliver Better Sales Training We know from sales assessment data that far too many sales teams lack the proper business sales training , sales coaching, and sales support to consistently meet or exceed their sales targets. Most organizations need higher sales rep.

Training 56

Training Training Sales Culture 56

Harvard Business

JUNE 7, 2018

It traced much of the cause to a mismatch between its sales incentives and pricing strategy. The manufacturer was compensating sales representatives based solely on how much revenue they generated. Top performers are more likely to: employ truly tailored pricing at the individual customer and product level.

B2B 136

B2B Survey Company Sales 136

Clarity Consultants

MAY 27, 2024

A cutting-edge, custom executive training program expertly crafted by Clarity Consultants. This fruitful partnership has involved various projects, from developing sales training to assisting in high-stakes change management initiatives. This was the precise challenge faced by a Fortune 500 financial services company.

Training 147

Training Training Case Studies Case Study 147

Tom Spencer

OCTOBER 25, 2024

By reducing the time spent on mundane tasks, small businesses can allocate resources more effectively to increase productive capacity by enhancing productivity and scaling operations, increase consumer demand by refining product offerings, and develop other competitive advantages.

Small Business 78

Small Business Data Efficiency Tools 78

Consulting Matters

JANUARY 15, 2020

To attract the right people into your sales funnel, you have to know who they are. Articulate your value proposition and products and services in such a way that demonstrates to your ideal clients that you are the one to solve their problems and transform their pain points into catalysts for growth. Become a Master Problem Solver.

How To 227

How To Training Training Consulting 227

Harvard Business

JANUARY 17, 2018

Want to know yogurt sales next week? Let’s use data on past yogurt sales. The data you have now is training data. You use that data as input to train an algorithm. Once your data is used to train a prediction machine, it is devalued. New data allows you to operate your prediction machine after it is trained.

Data 134

Data Operations Training Training 134

Consulting Matters

AUGUST 6, 2018

and how the work is accomplished, the flow by which products and services are created and delivered (e.g., People Strategy : What competencies are required; how individuals are recruited, selected, trained, recognized, compensated and rewarded; and how performance is measured, tracked and monitored. budgeting, order fulfillment, etc.).

System 216

System Consulting Enterprise Recruitment 216

Harvard Business

AUGUST 23, 2017

There are numerous other AI products available to business, like IBM’s Watson, or software from emerging vendors. The company also sells Google’s G Suite email and collaboration products on a commission basis. CAMP3’s initial challenge was securing enough visual data to train its AI product.

Company 137

Company Data Training Training 137

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.

How To 36

How To Sales Metrics B2B 36

Consulting Matters

MARCH 9, 2020

It's essential to be able to deliver on the promise you are making to your potential clients and if you truly don't have the skills to deliver the promised results, then it's essential to get trained. If you're going to invest in personal development, invest in the skills and tools you may not have like marketing and sales.

Consulting 285

Consulting Marketing Comparison Sales 285

Epicflow

NOVEMBER 8, 2024

The capacity of HHI is superior to its competitors — a four-kilometer Ulsan shipyard with nine huge “Goliath Cranes,” 16,000 well-trained and experienced people in production, R&D, management, and administration, and the ability to manufacture any ship of any size with superb quality and the highest deadweight tonnage in the world.

Management 222

Management Cash Flow Industry Real Estate 222

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. With only 1-in-5 opportunities closing, how much should a sales team pressure buyers to close? Most sellers say they avoid being pushy during sales calls , but the majority of buyers rank sales reps as pushy.

Sales 68

Sales Research Training Training 68

Consulting Success

FEBRUARY 12, 2018

His consulting group focuses mainly on sales enablement and marketing, and they have been in the business since 1995. In this episode, we talk about the path that led Tony to sales and consulting, and he shares insights into creating a successful consulting firm within the corporate world. Where were you always interested in sales?

How To 145

How To Sales Consulting Training 145

LSA Global

OCTOBER 21, 2024

The Best Sales Qualification Model: Elevating Your Close Rate Using the right sales qualification model can transform a team’s approach to lead qualification by ensuring that business development efforts pay off. But we know from business sales training data that even conscientious sellers can find it difficult to read certain buyers.

Sales 58

Sales Training Training Data 58

Consulting Success

OCTOBER 16, 2017

That opportunity gave her the training on the job that she needed to successfully go out and start her own business, where she is thriving today. At this time, your business may be over weighted with sales activity, but this effort is essential to later success. High-Pressure Sales Never Pays Off. Staying Focused and Productive.

Consulting 177

Consulting Sales Marketing Resources 177

Steve Shu Consulting

JULY 4, 2017

One often needs to do the same thing in startups in terms of measuring sales processes and figuring out what is working and not working (e.g., in operations or product management). Often in traditional consulting, one has been trained to put in lot of processes in place for mature companies.

Consulting 150

Consulting Management Sales Operations 150

Harvard Business

SEPTEMBER 7, 2016

Our flagship products are wood-burning stoves that generate electricity from fire while reducing toxic smoke emissions by 90%. Customers have myriad channels to discover new products and shop at outdoor gear retailers to explore, evaluate, and choose what they need. Handi shop customers had never seen a product like ours.

Sales 70

Sales Marketing Development Retail 70

Harvard Business

AUGUST 8, 2018

If all went well, AI-powered robots would enable the company to achieve a weekly production of 5,000 Model 3 electric cars to keep up with burgeoning demand. According to CEO Elon Musk, the sophisticated robots actually slowed down production instead of speeding it up. Some Training Required.

Engineering 129

Engineering Training Training Analysis 129

Harvard Business

MARCH 21, 2018

Needed repairs and upgrades were delayed, worker training postponed, and risk assessments overlooked. Looking ahead, we will continue to drive productivity, and we plan to conduct a deep dive into the details of our cost structure and allocation of capital to ensure we deliver appropriate returns for shareholders.”

Operations 189

Operations Chemicals System Metrics 189

LSA Global

FEBRUARY 10, 2025

How to Bridge the Capabilities Gap through the Strategic Alignment of Skills and Organizational Objectives We know from training needs assessment data that most organizations struggle to ensure that their workforce has the skills and motivation to achieve strategic objectives in a way that makes sense to the people AND the business.

Talent 48

Talent Training Training Culture 48