Insights And Ideas
Edgehill Consulting writes and shares articles on a range of marketing and sales topics that may be of interest to its clients. Check back periodically to read new articles that will be published here.Best Practices of High Performing B2B Sales Professionals
Are you leveraging your top performing sales professionals in raising the bar for your entire sales team?
"Best practices" have been a priority to businesses developing or improving their processes and strategies for success. How thorough is your understanding of the practices that your top sales professionals use to deliver their stellar results? There is a good chance that some of their "best practices" can be shared and used by your other team members to lift sales. Identifying the best practices of your top caliber sales professionals can be a critical, yet very simple investment in time and effort. Learn more about one firm's approach to unearthing its top producers' "best practices" and some of the ideas that surfaced to deliver results.
Click here to learn more.
Sales Force Satisfaction- Treasure Chest or Pandora's Box?
Most companies recognize the value of client satisfaction and allocate resources to measuring and addressing satisfaction. After all, its been proven over and and over that client satisfaction translates in increases in revenues and client retention. But is your sales team receiving similar resources to understand, measure and improve their satisfaction? There seems to be a reluctance to understand sales force satisfaction for fear it will open the door to simple gripes and complaints. However, as one company learned, it pays to ask, listen and respond to the sales team. Click here to learn more.
Harnessing the Power of Client Insights Through Advisory Boards
Is your company truly invested in listening to its clients? How personally involved is senior management in the listening process? Traditional market research methods can provide great insights but, they may not collectively provide a true sense of what's on the minds of clients. Consider establishing an Advisory Council or Board of your key clients, or your key sales people, or both to serve as your consultants on topics ranging from product development to website designs. Get valuable perspectives from your clients or your sales force in the Field. This article shares some tips on forming and managing an Advisory Board. Click here to learn more.
Insights. Ideas. Impact.