La importancia de compartir el conocimiento en nuestra economía Strategic Decision The importance of customer-relevant knowledge that can easily be applied to different and com plex buying situations is growing rapidly. Sharing knowledge and best practices goes beyond teaching the entire salesorganization to......
Definiendo el cómo habilitar a tu fuerza de ventas Strategic Decision Sales enablement is a very fast moving discipline. In 2016, one-third of organizations had an enablement discipline; in 2017 therewas an increase to almost two-thirds. In parallel, the discipline matured in those organizations......
Por qué sus servicios de habilitación deben alinearse a su mensaje principal Estudio de Optimización de Operaciones de Ventas 2018. ¡Gracias por participar en el Estudio de Operaciones de Ventas 2018 de CSO Insights! CSO Insights continúa desarrollando su investigación para......
Aprenda a amar con el que estás: asociarse con tu área de servicio para hacer que los clientes sean más felices You’ve got only a few minutes before they close the airplane door and make you turn off your phone for takeoff. In fact......
Por qué sus servicios de habilitación deben alinearse en su mensaje de valor Imagine that your global marketing team has created new value messages for a new product launch. This messaging goes into the team’s online content, its demand and lead generation campaigns and,......
Focus on World Class, Parte 11: Cuando los clientes te abandonan In this 12-part series, each blog examines one of the 12 best practices identified in the 2017 CSO Insights World-Class Sales Practices Report. Today’s best practice: “Our sales teams......
Cuatro razones para invertir en gerentes de ventas Strategic Decision Sales managers, especially frontline sales managers remain the most underdeveloped role in sales despite the fact that this role has the highest leverage on performance in any sales organization. Unleashing the sales managers’ potential......
Focus on World Class, Parte 3: Promesa de marca y experiencia del cliente In this 12-part series, each post examines one of the 12 best practices identified in the 2017 CSO Insights World-Class Sales Practices Report. Today’s best practice: “We deliver a consistent customer......
Venta social: los vendedores de clase mundial están dos años adelantados que los vendedores promedio. In the world before the Internet, before social networks changed our private and professional lives, salespeople had a knowledge advantage regarding their products and services; and that’s how they......
Las claves del éxito de CRM: proceso, metodología y habilidades Strategic Decision Too often, sales leaders invest in SFA/CRM technology without first defining their sales processes and methodologies or developing the skills to put them into practice. As a result, salespeople complain......
Cómo detener los malos hábitos de correo electrónico de ventas How many bad sales emails do you receive every week? How many of those do you delete immediately? How do you feel about it? Neutral, annoyed, or even angry? Or did you get used......
Entrevista con Allan Lam, Fairchild Industries Allan Lam Allan Lam was appointed Executive Vice President, Worldwide Sales and Marketing, in 2007. He leads Fairchild Semiconductor’s sales and marketing organization worldwide. Allan has more than 30 years of experience in the industry. Prior to his......
Habilitación de los gerentes de ventas: cómo superar los obstáculos intangibles Over the last couple of months, I’ve shared many articles on how to approach the enablement of your sales managers, based on our 2017 Sales Manager Enablement Report. Lots of data, analogies, models,......
¿Qué has hecho por mí últimamente? Elementos desaprovechados de la administración de cuentas Existing customers are the life’s blood of many business models. In the 2017 World-Class Sales Practices Study, sales organizations reported that, on average, 68% of their revenues came from existing customers,......
4 citas del CEO de Miller Heiman Group para prepararse para Elevate 2018 The Elevate 2018: Innovation in Action conference is less than two months away. As we prepare for another opportunity to share knowledge with the best sales professionals in the country, we’re......
Coaching de ventas: cuatro ideas para mejorar la eficacia del coaching de ventas Last week, we discussed the good news: Sales coaching is finally heading in the right direction. We also stated that only 30% of organizations currently leverage the tremendous performance impact of......
Nunca ha habido un mejor momento para estar en ventas Is there any future in sales? Imagine you’re a photographer who turned pro just before the digital revolution. You built and equipped a darkroom in your house. At great expense, you bought high quality......
Cuando piensas en IA, Piensa en Inteligencia Aumentada Introduction “The more things change, the more they stay the same.” That pearl of ancient wisdom is no longer true. Incremental changes steadily erode or enhance business as usual, while disruptive changes erupt like volcanoes and......
El Caso Comercial para la Capacitación en Metodología de Ventas Introduction In the relationship between sellers and buyers, the balance of power today has tipped almost completely towards the buyers. This may seem obvious, but it wasn’t so long ago that sellers had some......
La magia en las ventas: poner en marcha un proceso de venta para ti Summary This primer provides an overview of what sales process is, how firms are using it to good effect and examples of when it does and doesn’t work. More than......
Cómo los vendedores pueden aplicar el análisis de datos para impulsar el éxito I enjoy going to baseball games from time to time, but I’ve never been a big fan of the sport. That is, until I recently had a chance to attend a......
Proceso de venta: ¿Cuál es tu nivel? When speaking at sales transformation conference in San Diego, I fielded a question from an audience member about sales effectiveness project success rates. I had earlier mentioned that, based on our last round of Project reviews, we......