Sales Growth and Sustainment: Where’s Waldo?
The objective of each Where's Waldo? book is simple enough: comb through the crowds of people to find Waldo. The objective of most corporations is to constantly out-perform revenue targets. Both completing a Waldo book and consistently out-performing revenue are many times exercises in patience and frustration, even for the most experienced professional.
In Search of the Science of Sales
In an interview with Bruce Cleveland, Jim discusses how the science of sales needs to be embedded in driving sustainable revenue growth and how companies can successfully traverse the Traction Gap—the crucial journey from initial product release (IPR) to minimum viable traction (MVT).
Artificially Intelligent: Good Data. Poor Execution
Cal Sloan & David Bailard
Artificial intelligence and machine learning have made great advances in the understanding of customer actions in retail markets, consumer products and services, and online transactions. With large numbers of discrete interactions and a structured buying process, predicting group behavior can be quite precise in guiding marketing, as well as sales planning and investments. Unfortunately, extrapolating these same techniques to the world of low-volume, high-value, complex enterprise sales is challenging.
Your Southern Cross (CRUX): Finding profitable revenue growth.
Recently, we were discussing the true ‘Southern Cross’ for a client’s profitable sales growth. Although this client had a strong tactical sales execution plan and a robust long-term strategy, the executives admitted that they were missing a seamless connection between strategy and desired results/objectives.
Avoiding “3 Bags Full” response to your CRM Adoption.
We have all been there. We are asked, or we ask our team, to do something that we know is poorly thought out, has minimal benefit, but has lots management passion – welcome to CRM adoption.
A sales process – your field of dreams.
You’ve most likely seen the movie Field of Dreams. The concept of the movie plays out in the deployment of most sales processes.
Analytical Wizardry. The best analytics tools and processes can’t compensate for poor data quality.
Everyone wants data that will help them make better business decisions – big data, small data, any data. That puts pressure on sales and marketing executives to become data wizards and utilize analytics to deliver results.
Why sales reps don’t use CRM, and what you can do about it.
I read an article the other day about why many sales reps do not use CRM systems. The most common reason cited was that the sales process did not match the buyer’s process. This is a reason, but it’s one of many. In my own experience helping hundreds of sales operations leaders, the top 5 reasons I find - are:
Fact vs. Opinion: One is definitely better than the other.
Have you ever tried to win an argument or a debate with just an opinion? It’s very hard to do. Solid facts and analyses win debates, not opinions.
Epic Battle: Creating the ‘New Normal’ Versus Gravity
So you want to transform your company. You have identified a new product, services to support and deliver, and a launch date. You have all the demand generation plans and materials set and you are ready to pull the trigger