October 16, 2018 | Becca Sundal
The Modern Sales Landscape: Navigating a Multigenerational Market
Today’s workforce is very different than any we’ve ever seen before, because for the first time in history, we have five generations working side by side. This means five generations of attitudes, communication styles ...
October 9, 2018 | Melody Astley
“Death of the B2B Salesperson” – Not as Scary as it Sounds!
According to Forrester Research, 59% of B2B buyers prefer not to interact with a sales rep, and 74% find buying from a website more convenient. With these stats, many are suggesting that the role of the sales rep is ...
September 25, 2018 | Melody Astley
A Strategic Approach to Nailing Your Next C-Suite Meeting
Selling to the C-suite increases the chances of you closing the deal and can significantly shorten the sales cycle— that’s what we call a win-win. But selling effectively to this group has its own set of challenges. Not ...
September 18, 2018 | Dr. Stephen Timme
The Great Enabler: Supply Chain Management
In the past, supply chain management (SCM) was viewed as a method for slashing logistics costs while relentlessly optimizing inventory. Today, SCM is viewed as a critical enabler of enhancing financial performance.
September 11, 2018 | Becca Sundal
The Millennial Impact on Your Sales Organization
The generational divide in your sales team has likely never felt as wide as it does today. Your seasoned baby boomers — now ages 54 to 72 — are retiring at a rapid pace.
January 23, 2018 | Stephen Timme
Driving Performance Improvement with Supply Chain Collaboration
Jit Hinchman, CSCP, Engineering & Supply Chain Professional Dr. Stephen G. Timme, President, FinListics Solutions Supply chain collaboration is defined as companies working together to achieve competitive advantage in ...
November 28, 2017 | Stephen Timme
Driving Growth Through Supply Chain Strategy
Dr. Stephen Timme, FinListics Solutions Gene Tyndall, Tompkins International & Monarch X Traditional views of the primary role of supply chain management include one that slashes logistics costs and relentlessly ...
October 23, 2017 | Becca Sundal
Create More Effective Sales Messaging Using Your Client's Goals
True story from the archives: a sales team had leveraged existing relationships at a major retailer to get a meeting with senior executives including the CEO; they were aware of what a great opportunity they’d been ...
September 8, 2017 | Becca Sundal
Tech Trends and the KPIs They Impact
It’s a well-worn – but still true – adage that we can’t manage what we don’t measure. As sellers, you know what the technology you sell actually does – or what its features, functions, and specs are. But do you know how ...
August 24, 2017 | Stephen Timme
Selling More with Client Financial Insights – Part 3
When you have insights into a client’s financial performance – you have a competitive edge. In Part 1 of this series, we explored the benefits of selling with financial insights and how they’re an integral part of ...
August 17, 2017 | Melody Astley
The Importance of Insight-led Selling and 3 Focus Areas to Sharpen your Practice
Forrester research well documents that buyers’ expectations have changed. They want their sales teams to bring thought leadership and reveal something unknown about their business, rather than simply promoting a ...
July 26, 2017 | Pam Heydinger
What Does Faster Order to Delivery Cycle Time Mean for Revenues?
Customers are demanding faster order fulfillment. A recent Fortna customer experience study showed that 48% of customers indicated they are not willing to wait more than five days for delivery of their order.