Driving Key Account Growth: Critical Components
Key Accounts are a B2B company’s most strategic, valuable and long term clients. Many organizations find that penetrating these complex accounts in a strategic, successful way can be even more difficult than getting the first piece of business. One of the major factors keeping B2B key account teams from achieving their goals is that the […]
Achieve Sales Forecasting Accuracy This Year and Beyond
What are the chances of your next sales forecast being accurate? Probably not that great. Accurate forecasting has mystified some of the smartest people in business. In fact, the CSO Insights 2017 World Class Sales Practices Study found that only 40% of respondents said their ability to close deals as originally forecasted met or exceeded […]
Achieving Revenue Growth in the Manufacturing 4.0 World
Manufacturing companies need a specialized solution designed to address the unique challenges of strategic account management in the digital 4.0 world. The solution must be purpose-built, flexible and scalable enough to meet the needs of the increasingly complex customer landscape for large, matrixed, global accounts. Flaws with Tactical Account Planning Sales experts have discovered that […]
A New Approach to Strategic Account Management
Digital Disruption and Trends in Manufacturing Sales In our last blog post, we discussed the major trends occurring in the manufacturing industry, which have challenged the traditional tactics of sales teams. First and foremost, manufacturing enterprises and industrial ecosystems have become increasingly complex and global. Additionally, there has been an astonishing rise in both data […]
Anticipate Common Obstacles of the B2B Sales Journey
Navigating the Customer Journey in today’s Complex B2B Sales Environment The customer has become the centerpiece of today’s B2B sales landscape. The cornerstone of sales success in 2017 and beyond is leveraging customer intelligence to align your sales process with the customer’s buying journey. The gray highlighted section in the map above represents an ideal […]