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ALL INSIGHTS

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Five actions to boost your sales organization’s resilience

– Efforts to squeeze out additional sales could be more profitably invested in the sales force. Here’s how to raise morale,... build capabilities, and position your team for recovery.
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Sales automation: The key to boosting revenue and reducing costs

– Automation tailored to sales operations is a win for companies, customers, and sales reps. Here’s how to make it work.
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The B2B digital inflection point: How sales have changed during COVID-19

– COVID-19 is changing how B2B buyers and sellers interact. Savvy sales leaders are learning how to adapt to the next normal.
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The five lessons B2B sales leaders should learn to make analytics work

– Data-driven growth comes from much more than just being good at data.
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The innovations behind China’s Singles Day shopping phenomenon

– Live video streaming and young consumers in smaller cities are powering growth of the world’s largest online shopping event.
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What’s wrong with solutions selling—and how to put it right

– If you want to grow your business, improve your commercial capabilities.
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The 2019 holiday season: Shoppers are ready to spend but retailers need to personalize

– Our annual survey, expanded this year to encompass more of the holiday shopping season, uncovers emerging trends in consumer shopping... behavior, suggesting what retailers can do to better prepare.
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Pricing: Distributors’ most powerful value-creation lever

– With new digital capabilities, distributors are finding that pricing can do more than traditional margin-expansion methods to... create new value.
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How digital is powering the next wave of growth in key-account management

– New research highlights what the best-performing sales organizations are doing.
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Prime Day and the broad reach of Amazon’s ecosystem

– Amazon’s Prime Day successes go way beyond sales. Retailers can learn from Amazon’s focus on leveraging and building... out its ecosystem.
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The difference between good and bad sales training: A closer look at certification

– Building sales capabilities has to evolve to deliver growth and keep up with evolving needs.
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