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.
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.
Professional selling in the business-to-business (B2B) marketplace has often boiled down to having people on the sell side who know people on the buy side. One sales person's Rolodex is another company's prospect list, or so the saying used to go. Today, however, that no longer works. Buyers and sellers alike change jobs; companies merge, consolidate or close; industry sectors are shifting in focus and growth potential.