Category Archives: Strategy Execution
Improving sales force effectiveness in this “Do More with Less” economy requires modern skills with interactive selling tools
Alinean, empowering B2B sales and marketing to better communicate and quantify the value of solutions to frugal buyers, and Richardson, a leading global sales training and sales strategy execution firm, today announced a partnership to improve sales force effectiveness, creating an integrated offering of Richardson’s sales methodology and skills training with Alinean’s ValueStory™ interactive tablet-based selling tools.
Lessons from the Gridiron: Do You Have the Right People to Execute Your New Sales Strategy?
After attending the recent Dreamforce conference in San Francisco, it was clear to me that there is no shortage of ideas and technologies for developing revolutionary sales strategies. Yet executing your sales strategy will be nearly impossible if there’s a big disconnect between the people you need to execute and the people you have today. Remember, you have to sustain performance today while you transform for tomorrow. You can only disrupt your organization so much in the process.
Many factors drive businesses to change. Whether caused by economic conditions, the emergence of new technology, legislative and regulatory changes, or shifts in demographics and tastes, companies must change to seize new opportunities and stay competitive. And, when the business strategy changes in response to these drivers, sales and marketing organizations must also change to align with the new strategy.