Categories: Customer Success | Sales Enablement Technology | Sales Transformation
This blog contains content from Chapter 7 of our eBook - Taking Command: How On-Demand Technology Drives Adoption of Sales Methodologies. Start from the beginning here. As told by Doug Gilkey, Vice President of Sales, Manufacturing for Epicor's Global Business division.
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Categories: Sales Transformation
A growing company, particularly at the startup stage, faces specific and unique business challenges on its path to repeatable and profitable revenue growth. Often times, sales teams selling a less-than-established solution find themselves discounting on price, running pilot programs that fail to turn into revenue and trying to differentiate unsucessfully against the "do nothing" competitor.
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Categories: Adoption and Reinforcement | Sales Transformation
For every sales initiative that positively transforms a company, there are countless others that fall flat with time, money and resources wasted. If it has become apparent that you need to lead a sales initiative to improve sales rep performance, there are some key steps you need to take before you even think of scheduling a sales training event.
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Categories: Sales Transformation
One of the most common questions we receive from prospects concerns the cost of our engagements. We pride ourselves on delivering incredible return for our customers, but that doesn't mean we shy away from talking price with prospects. That's why we just published "The Cost of a Sales Initiative," a web page devoted to the inputs and levers that contribute to the cost of launching our offerings.
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Categories: Sales Messaging | Sales Planning | Sales Process | Sales Transformation | Talent Management
High-performing sales organizations don’t get there by chance. It is a predictable and calculated path to growth. The best sales teams have the necessary foundation in place so reps and managers are able to (1) spend time on high-value revenue activities and 2) (effectively execute with buyers. There is a sales motion in every organization that drives rep productivity and ultimately revenue growth.
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Categories: Sales Messaging | Sales Transformation
When you are trying to accelerate growth in your sales organization, every component of your sales team and process needs to be maximized for effectiveness. Meeting aggressive revenue goals demands a focus on sales talent, sales planning, sales execution and sales messaging. Time and time again, we’ve seen organizations struggle with which area to tackle first. Indeed, it can be a bit overwhelming. Our customers that have been most successful typically start with aligning their company on the value they provide their customers and what makes them better and different than the competition.
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