Category Archives: changing buyer behavior

December 17th, 2012

The Basics of Aligning Sales, Marketing, Operations, and Finance to Grow Profitable Sales

Sales Alignment to Grow Profitable Business

The Basics of Aligning Sales, Marketing, Operations, and Finance to Grow Profitable Sales

The concept of aligning sales and marketing has been well covered among the thought leaders, pundits, gurus, and analysts that cover these functional areas. Yes — we all know that changing buyer behavior requires tight alignment and that the hand-offs from lead to opportunity to close have to be carefully coordinated for maximum impact. In theory, it all sounds so simple, but in reality, it continues to be extremely challenging to execute. But the costs — inefficiencies, duplicate cost, and dropped balls — are simply too high to give up trying.

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December 14th, 2012

How Pre- and Post-training Skills Diagnostics Can Help Teach Your Old (and Young) Dogs New Tricks

skill diagnostics

How Pre- and Post-training Skills Diagnostics Can Help Teach Your Old (and Young) Dogs New Tricks

When companies undergo a significant strategic change initiative, they want to transform some part of their business in order to make noticeable improvements across the board. Changes within the sales organization often involve putting sales reps through training to add skills, knowledge, processes, or expertise.

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