REFRAME Sales Leadership: Coaching the sales manager about how to lead the sales team. Tools: monthly sales meetings, monthly one to one review meetings, working in the field, etc. Strategic focus: Reframing the sales strategy. Tools: market segmentation, strategic account targeting,…
Analyzing B2B Sales Profiles: Who Are You?
Nowadays closing large and complex deals in B2B is getting harder and harder for sales staff. Large firms in order to guarantee the best deal in important purchases are creating robust procurement teams, hiring well prepared professionals from specialized industries (e.g….
Sales Department Analysis (B2B)
A few common mistakes in sales departments regarding staff profile Not having Farmers: So not having customer loyalty strategy or not properly implemented. Having Farmers but manage everybody as Hunters or Soldiers: In this case probably we are not taking advantage of…