|
|
"Securing Your Price: Implementing Increases and Protecting Margins"
The global economic climate has become more turbulent, and many sales executives are discovering that an important part of their job has now become an imperative: executing a profitable pricing strategy. This article highlights the dynamics of this challenge, and summarizes best practices for executing price increases and defending current prices.
 
|
|
|
|
|
"It's Not the Strategy that Counts... It's the Execution that Matters"
Every day, executives announce strategies designed to improve profitability and shareholder value. And yet in company after company, management is all too often unable to achieve profitable revenue growth. In this article, the head of BayGroup International's Sales Execution Practice discusses ways to eliminate the gap between expected and actual results by focusing the sales team on execution at the point of customer interface.
|
|
|
|
|
"Take Charge of Your Sales Channel ROI"
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: giving your channel partners skills and tools for selling value, not price.
|
|
|
|
|
"Negotiating Across Borders"
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.
|
|
|
|
|
"Beyond Selling Proficiency: Getting Strategic Results Through Agreement Execution"
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 as articulated by management and strategy as executed in the field. This article outlines a systematic approach to closing this costly gap.
|
|
|
|
|
"In Sales, Strategy is the Game Plan. Execution is the Name of the Game"
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 strategy and its profitable execution.
|
|
|
|
|
"The 60-Second Sell"
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...
|
|
|
|
|
"Profitable Negotiating: It's Counterintuitive"
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...
|
|
|
|
|
"Help Your Team Get the Most from It's Two-Minute Drill"
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...
|
|
|
|
|
"Becoming a Shadow of Influence" (Cross-Functional Team Effectiveness in the Supply Organization)
Today's purchasing and supply professionals are thrust into important cross-functional team meetings more frequently than in the past. Often, they lack the skills and knowledge necessary to be effective in this setting, and as a result lose the opportunity to influence the team's sourcing approach. This article summarize the guiding principles that high performers use to improve performance in team settings--and maximze company profits.
|
|
|
|
|
"Purchasing is Now a Partnership"
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...
|
|
|
|
|
"Team Selling"
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...
|
|
|
|
|
"Catalyst for Strategic Change"
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...
|
|
|
|
|
"Six Keys to Profitable Negotiation Revealed"
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...
|
