April 9th, 2018

How to Deliver World-Class B2B Customer Experience

  B2B companies often struggle to deliver outstanding customer experience (CX). In a B2B environment, customer interactions are typically complex: fragmented across participants with dispersed decision-making and no unified visibility of the customer’s needs. Fostering intimacy and driving customer satisfaction requires companies to focus on the customer’s end-to-end journey. Elevating the CX can be challenging, … Continue reading “How to Deliver World-Class B2B Customer Experience”

March 19th, 2018

The Chief Commercial Officer as a Differentiator

Growth, through sales, is consistently one of the top goals of every for-profit business or organization.   Other goals such as quality, customer and employee satisfaction, research and other investment, cash flow, and capital deployment are also important depending on the industry and customer expectations. However, many of these goals are ultimately derived from a healthy … Continue reading “The Chief Commercial Officer as a Differentiator”

February 2nd, 2018

Typical Corrective Actions by Sales Leaders

“The Challenge of Meeting Sales Goals” introduces a high-level discussion about why so many B2B companies struggle to meet revenue targets, highlighting how poor planning and poor execution impact sales performance. This blog will explore some typical actions that a sales leader might take to address either missing sales goals or projecting to miss sales … Continue reading “Typical Corrective Actions by Sales Leaders”

December 30th, 2017

The Challenge of Meeting Sales Goals

Sales, one of the most important functions of any company, is becoming increasingly complex and difficult as customers become more savvy and knowledgeable. The shift in customer power is impacting both B2B and B2C companies. Both types of businesses call for very specific sales organizations to sell to their potential customers. To effectively sell, B2C … Continue reading “The Challenge of Meeting Sales Goals”