Achieving High Performance by Transforming Sales Operations
The drive to achieve high performance through sustained top-line growth is dominating the strategic agenda of most global companies today, and that has placed an even more intense focus on the productivity of sales organizations. Many corporate leaders have been trying to meet the challenge to generate growth and improve sales effectiveness by focusing on process improvements, cost reductions, sales tools and training however for most, sales results are not paying back the investment in...
Big Changes in Indirect Channels - Bring New Opportunities to Achieve High Performance
A major storm is brewing in high-tech sales. Todays customers are interested in complete business solutions rather than product features. This new focus is forcing vendors in many industries to become more reliant on the indirect channel to generate their future growth. Meanwhile, distributors and resellers are turning to services solutions to enhance their margin potential. Whats needed now is a new approach that allows vendors to not only ride out the storm but outrun their competitors....
Leveraging Sales & Marketing To Maximize The Value Of Mergers & Acquisitions
Revenue growth continues to be a key goal of C-Suite executives with many turning to mergers and acquisitions to support their strategic agendas. While the acquirers top-line traditionally benefits from revenue growth in the first year after acquisition, few companies have been able to achieve sustained increases in revenue growth in the subsequent years.
One example of companies inability to get back to pre-merger revenue growth rates is the acquisition made by an established leader in the...
The Business Of Doing Business In Emerging Markets
The emerging world has witnessed growth rates that far exceed those of the developed world. Clearly the global balance is shifting in their favor. While many people have previously forecasted this shift, two recent trends appear to have added strength to this prediction: the BRIC (Brazil, Russia, India and China) economies have had impact sooner than expected and China and India are dominating the BRIC story.
Executives worldwide are responding aggressively to this changing market dynamic. An...
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