Sales Enablement
Sales enablement is a strategy aimed at improving the productivity of a sales team, and therefore boosting profitability for a company.
Predictive Sales Analytics
Predictive sales analytics uses algorithms, patterns in historical data, and machine learning to anticipate future outcomes as they relate to sales.
Margin Management
Margin management measures and increases a customer’s expansion over time towards long-term, sustainable profit growth.
Guided Selling
Guided selling gives buyers a helping hand as they navigate the buying process. It provides all the information and advice buyers need to help them make the right decision.
Customer Profitability Analysis
Customer profitability analysis is a method widely used by companies hoping to gain a better understanding of how much revenue each customer, or group of customers, generates.
Infographic: 7 Vital Reasons to Optimize Sales with AI-driven Software
In this infographic, learn the vital reasons why sales optimization isn’t an option anymore.
Revenue Management Versus Profit Management
How they compare, and why they’re relevant to different products and sectors.
Improving Sales Effectiveness in a Downturn, Part 1: The Art of Negotiation
Negotiation practices can help an enterprise maintain sales effectiveness during disruption.
The Importance of People, Process and Technology in Digital Transformation
I have always been amazed at what a price optimization and sales execution project can do for enterprise profitability. The lift is significant. As a long-time management consultant, I’ve had experience bringing real value to enterprises through such pricing projects. Many organizations knew there were benefits to be had, but never thought that optimizing price […]
The Case for Digital Transformation in Distribution
Every week that passes brings more evidence that B2B distribution is on a collision course with digital natives. Amazon’s division selling to businesses and governments recently announced B2B and B2G sales of $10 billion annually making them as big, or bigger than Grainger. Amazon also predicts their business sales will reach $25 billion by 2021. […]