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To learn how
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| Articles |
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These articles, written by members of our leadership team (and often co-authored by our clients), summarize some of the key insights gained from our research projects and client implementations.
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"Making 3D Selling a Reality at Autodesk" BayGroup, January 2007 |
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A well executed go-to-market strategy can yield extraordinary results. What's required is a different approach to sales execution and interface management. Autodesk, a global leader in the software and services business whose stock price has tripled since 2003, implemented a systematic approach to sales planning and execution that is getting results. This remarkable success story is, in part, attributable to the way their sales force manages pivotal agreements throughout the sales process.
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"Beyond Selling Proficiency: Getting Strategic Results Through Agreement Execution" BayGroup, September 2006 |
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When executives set out to execute new go-to-market strategy, they expect results: revenue and margin growth that boosts shareholder value. Yet in many cases executives fail to forge the vital connection between strategy and execution at the customer interface, where margins, growth, and profitability are all determined and as a result a gap emerges between strategy as articulated by management and strategy as executed in the field. Learn how to close this costly gap.
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"It's Not the Strategy that Counts... It's the Execution that Matters" AMA MWorld, Spring 2005 |
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Every day, executives announce strategies designed to improve their companies' profitability-and ultimately their stock prices. And yet in company after company, management is all too often unable to achieve profitable revenue growth. In this article, David Mears discusses eliminating the gap between expectations and results by focusing on executing at the customer interface - where revenue and margins are optimized.
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"Harnessing
Conflict." Government Executive, April 2005 |
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Differences of opinion, priorities, and viewpoints will always
be part of the world of government. Managers must create cultures that
transform destructive conflict into constructive contention. Learn more
about how to harness the energy and passion of differences to generate
innovation, commitment, and accountability... |
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"Take Charge of Your Sales Channel ROI" AMA MWorld, Summer 2004 |
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When margins lag on sales from distributors, dealers, and
channel partners, the first order of business is often implementing "programs"
to fix the problem. But that's only half of the solution. In this
article to learn more about the other half: executing a corporate strategy
that gets your channel partners to sell value, not price. |
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"You
Can Manage Workplace Tension." Managing Today's Federal Employees,
August 2004 |
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Whether a federal agency or private sector company, the
workplace has changed dramatically in the last five years. Organizations
must unlearn what doesn't work anymore and learn a new set of skills for
handling conflict. Read more about four key principles that can help you
manage workplace tension. |
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"In sales, Strategy is the game plan. Execution is the name of the game." BayGroup, March 2004 |
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Many corporations over-invest in sales strategy development…and under-invest in preparing their sales teams to EXECUTE those strategies. The result: lower ROI on initiatives focused on volume growth, margin improvement, and price leadership. In this article learn more about seven counterintuitive approaches to closing the gap between account sales strategy and its profitable execution. |
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"Profitable Negotiating: It's Counterintuitive" BayGroup, October 2003 |
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Even seasoned, well-trained sales professionals fall into negotiation traps that cost their companies money. Why? Because good negotiating for most sales professionals is a counterintuitive skill. Learn how you can help your people become more effective negotiators and build more profitable agreements for your company… |
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"Catalyst for Strategic Change" Sales & Marketing Excellence, July 2003
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Today's executive teams dedicate a significant amount of time to developing sales and go-to-market strategies to boost performance and profits, only to find that their sales training doesn't deliver the strategic results they seek. Read more about how sales training can be a powerful tool for implementing strategic change… |
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"Training Sweetens Hershey's Core Strategy" T&D Magazine, May 2003 |
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In the midst of management reorganization, some labor unrest, and a potential sale of the company, Hershey Foods went ahead and invested not only funds, but also two days of its salespeople's time to attend training. Learn how training was a key enabler of a go-to-market strategy, as well as a tool for improving skills… |
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"10 Ways to Wire Sales Training" T&D Magazine, April 2002 |
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What does it take to implement a performance improvement initiative that delivers measurable bottom-line results? Find out how AT&T is using blended learning to enhance its approach to sales profitability and customer satisfaction… |
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"Help Your Team Get the Most From Its Two-Minute Drill" S & M Executive Report, December 2001 |
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How effective are your sales professionals at building value in short interactions with customers? Learn how to help your people differentiate themselves and build value for your product/service in every client interaction, no matter how brief… |
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"The 60-Second Sell" Pharmaceutical Executive, December 2001 |
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In today's pharmaceutical selling environment making the most of every second with doctors is critical to success. Find out how top reps are using new and better "short encounter" selling behaviors to create value in every interaction… |
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"Team Selling" Sales & Marketing Excellence, November 2001
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The days of the "lone ranger" sales professional are coming to an end. In today's selling environment more sales, negotiations, and services are performed by customer teams. Learn more about five key areas managers should focus on when coaching their teams for improved performance… |
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"Contention on Teams" Human Resource Report, July 2001
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Teamwork is not magic; it is the result of hard, sometimes contentious work. The key to success is often finding the right balance between cooperation and conviction, and living with the resulting tension. Read more on how to harness constructive contention to create a more effective team environment… |
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"Effective Negotiation is Counterintuitive" Sodexho Marriott Services: Executive Memo, April 2001
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Often our natural tendencies are the opposite of how we should behave when negotiating. Learn more about how effective negotiators use counterintuitive behaviors to gain valuable information and use "positive tension" to build better agreements… |
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"Delivering Profitable Sales at UPS" BayGroup, March 2001
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When it comes to building effective sales negotiation skills, excellent training is just the "price of admission." What does it take to get measurable bottom-line results in the field? Find out how UPS managers build the bottom line by leveraging sales negotiation skills in the field… |
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"Team Selling Is Today's Reality" Sales & Marketing Executive Report, November
2000
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Today, successful selling is increasingly done in teams. Sales professionals must coordinate the activities of numerous internal departments in order to sell, negotiate, and implement customer solutions. Breakdowns in this area can create costly problems. Learn more about four "Customer Team Performance Principles" that can dramatically improve results… |
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"Purchasing Is Now a Partnership" Sales & Marketing Executive Report, July 2000
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Buyers no longer simply manage costs. They are a key link between their company's business strategy and the acquisition of critical resources needed to implement it. Buyers must negotiate profitable deals in a manner that builds rather than erodes supplier loyalty and partnership. Read more about six key behaviors that differentiate top performers from the rest…
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"Six Keys to Profitable Sales Negotiation Revealed" SELLING, June 2000
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Top performing sales professionals instinctively raise their customers' perception of value. How well do your sales professionals perform in this critical area? Learn more about six "Principles of Sales Negotiation" that can help your sales people plan and execute their sales strategies more effectively… |
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"Negotiating Across Borders" Silver Kris Magazine, August 1996
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Critical differences between Asian and Western business norms can make negotiating across borders particularly challenging. As global partnerships continue to expand, it's crucial your people negotiate effectively across cultures. Discover how a greater awareness of the similarities and differences between the parties can help avoid 'disconnects' in cross-cultural negotiations… |
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�2003, 2007 BayGroup International. All rights reserved. |
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