5 Reasons Why You Need a Defined Sales Process

5 Reasons Why You Need a Defined Sales Process

Successful companies take a systematic approach to develop a consistent sales process. A robust sales process can help drive revenue growth by increasing the amount of time reps focus on high impact activities that drive a sales opportunity through the sales process....
5 Assumptions That Cause New Product Launches to Fail

5 Assumptions That Cause New Product Launches to Fail

According to a study published in Harvard Business Review, only 3% of new products achieve their revenue targets. There are lots of reasons new products don’t make it. The product design could be poor, the marketing campaign could be weak, the timing could be off, or...
The Learning Alignment Process

The Learning Alignment Process

It’s a brutal fact that many sales organizations invest into training each year and yet very little of the training leads to better business outcomes. It is almost a guarantee that no training initiative will achieve 100% impact. The cause of this variability has more...
Selling in the Brave New World White Paper

Selling in the Brave New World White Paper

Sales people have been told, for decades, that selling is about uncovering and developing needs. In our research, 80% of sales people believe the purpose of every sales meeting is to understand the customer’s needs, and then to link their solutions to these...
Rethinking Medical Device Sales Strategy

Rethinking Medical Device Sales Strategy

It’s fair to say that medical device sales forces have encountered more changes in the last five years than they did during the previous 30 years. Manufacturers are facing pricing pressures and the need to cut sales costs to improve margins are increasing every day....
Value Killer or Creator – Which are you?

Value Killer or Creator – Which are you?

Think of your checking account. You make deposits to build up its value so that when you need it, you can make withdrawals. The goal of having a bank account is to have enough in reserve to cover all of your costs. In this webinar, we extend the same metaphor called...