Innovation Insights explores the impact of new and emerging concepts in sales, marketing, strategy and leadership for CEOs of growth-driven business-to-business companies.
Government contractors today face enormous challenges. Federal budgets are shrinking. GovCon competition is dramatically increasing. Regulatory challengs are daunting. And now, the 'unthinkable' sequester has taken hold, requiring a 'meat cleaver' approach to federal spending across virtually every agency and program.
Making your business-to-business (B2B) sales team successful requires a combination of adding the right people to the team; equipping them with the right tools for the job; and training and coaching them in the right ways to achieve lasting success.
Every CEO, VP of Sales and front-line sales manager knows that you need to regularly assess your team to know where you stand, how they are doing, and what needs to change in order to keep your company growing. But assessing your sales team is a highly personal - and often intensely political - task that most sales leaders loathe to address.
Customer Relationship Management (CRM) systems are an essential tool for every business. From major multinationals down to solo entrepreneurs, every business needs to select, implement and - most importantly - use a CRM system.