Tag: Sales

Where Do Sales and Supply Chain Teams Collide?

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What comes first, the product or the demand? This question is the central dilemma of going to market. The likes of Apple and Dyson have built strong brands around their designs, using adjectives such as “magic” or “perfection” to describe their appeal.  However, such religiosity around product design isn’t an option for companies working in markets that are more saturated or where products are commoditized.

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The Role of Sales Analytics – Are You Leading Operations or Managing Them?

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For company leaders, the phrase ‘working on the business, not in the business’ should be a familiar one. Working on the business covers the strategic side, where management focuses on the longer-term outlook for the organisation. The alternative is to work within the business, dealing with the tactical challenges that exist in running the business, such as driving the sales process or managing existing customer relationships.

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Owning the Future with Sales Analytics

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Sales professionals rely on a range of things to be successful. This varies from a good product, and rep’s own personal skills, to efficient processes and technology. To help sales reps be more effective, organizations have made huge amounts of investment in customer relationship management (CRM) systems and other technologies.

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Understanding the ROI of your data-driven marketing

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Years ago marketing was a much simpler proposition; create advertising campaigns and build brand awareness and as long as this created some leads for sales, your job was done. Instead of being measured on the ‘value’ of marketing activities, marketers were measured on the ‘spend’ of their marketing activities. Times have changed. Marketers are now held accountable for their contribution to revenue. With this accountability, and vast availability of customer engagement data, marketers can no longer be in a vague position around attribution to revenue; they have the ability to measure attribution more accurately, and therefore they are on the hot seat too.

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