When organizations fall short of their profitable growth goals, they habitually look to the sales organization to drive more productivity and wonder what should change to improve performance: Sales roles and behavior? Incentives and compensation? Quotas and performance expectations? Yet too often a core factor that causes poor sales performance is overlooked. Too many companies […]
Read about how sales can deliver outstanding growth, both organically and through new products and customers.
The core logic of the conventional sales approach is that if a brand is sufficiently different and better than competitors’ brands, consumers will come to prefer it, and actively seek it out for purchase. But it very often doesn’t work out that way. Customer Buying Process Every customer goes through some type of buying process […]
Overview Three uncommon but highly successful hypergrowth strategies are: 1. Combine Inbound and Outbound Marketing Funnels. Why it’s uncommon: “Inbound is new/cool and outbound is old/uncool.” Today’s marketers often don’t realize how effective outbound marketing can be. 2. Build Revenue Teams, Not Siloed Sales and Marketing Teams. Why it’s uncommon: Marketing and sales teams have […]