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セリング トゥ バリュー ポストコロナ時代の営業活動を支える新基準 (e-Book)

<!-- 01 -->セリング トゥ バリュー ポストコロナ時代の営業活動を支える新基準

営業担当者は、オポチュニティごとの価値を判断できていますか？多くの組織が変革を余儀なくされたこの年は、お客様の価値観も変化していることでしょう。この新しい環境でどう差別化するか、e-bookをダウンロードしてご活用ください。

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The Secret of Sales Enablement: Bridging the Gap Between Sales Strategy and Execution

A compelling conversation under the title “Sales Enablement” is unfolding among thought leaders in sales and marketing. The initial emphasis on sales enablement grew out of what Harvard Business Review calls “the notoriously fraught relationship between sales and marketing.” As companies sought solutions to better align sales and marketing to drive better revenue results, people started to talk about how other functions could and should also be better approached and aligned in order to enable sales. Yet, as with any exciting evolution, there is a lot of buzz but not necessarily a great deal of clarity as to what it means. So what exactly is sales enablement, why does it matter to your business, and what are the keys to doing it well? 詳しくはこちらへ

Selling to Multiple Decision-Makers: Warning: Major Delay Ahead!

More than 85 percent of sales opportunities involve multiple decision-makers, most salespeople are ill-prepared to sell to decision-making teams. The ability to effectively deal with multiple decision-makers can mean the difference between success and failure in your sales numbers. Read how the key to success involves mastering three sales skills. 詳しくはこちらへ

Selling to Value: The Art and Science of Discovery

94% of executives surveyed indicate they want salespeople to engage them in a business impact discussion, yet only 19% of salespeople are effective in this regard. Customers increasingly expect selling organizations to use and sell to value. Read how sales organizations can drive greater results by developing an approach to selling that aligns your offering to the business value it creates for your customers. 詳しくはこちらへ

Selling to Value (Infographic): How Today’s Highest-Performing Sales Teams Create Unbeatable Competitive Advantage

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Selling Virtually: Everything Has Changed, Yet Nothing Has Changed

As salespeople continue to adapt to the current environment, it's easy to think, "everything has changed." While this may seem true, what hasn't changed are the rock-solid principles of the Counselor Approach to selling. In this article, we'll examine how success for your organization comes from recognizing what has changed and what has not. 詳しくはこちらへ

Skillfully Leading Forward from This New Place: Resilient Leaders Build Resilient Followers

Given the current realities, resilient leaders need to mindfully pause and emerge with a proven process to foster innovation, opportunity, and success. In this article, we’ll consider the likelihood of your organization surviving or thriving during these challenging times based on what you tell yourself about chance, how you deal with and refocus dispersed energy, and how you lead through change. 詳しくはこちらへ

Skillfully Leading Forward from This New Place: Resilient Sales Leaders Build Resilient Salesforces

Given the current realities, resilient sales leaders need to mindfully pause and emerge with a proven process to foster innovation, opportunity, and success. In this article, we’ll consider the likelihood of your sales organization surviving or thriving during these challenging times based on what you tell yourself about chance, how you deal with and refocus dispersed energy, and how you lead through change. 詳しくはこちらへ

Social Styles Versatile Communication: Avoiding the Hidden Costs of Communication Misalignment

How has your organization responded to falling consumer demand and slower sales in the current economic climate? If yours is like most, you've probably experienced a variety of cost cutting measures; layoffs, downsizing, restructuring and reorganization, and hiring and pay freezes. While these kinds of changes have been necessary for survival, they can wreak havoc on overall performance in unexpected ways. 詳しくはこちらへ

Solving Your Leadership Gap: Tips for Developing New Leaders

Research indicates most organizations face serious gaps in leadership talent with exiting baby boomers. Preparing new leaders with the skills, mindset, and knowledge transfer is critical. Find out what it will take, what it will look like, and where to begin with developing your next generation of leaders. 詳しくはこちらへ

Special Rerelease: How to Sell to Value in the New Sales Environment (e-Book)

Do your salespeople know how to determine value for each customer opportunity? As many organizations were forced to make changes, your customers’ idea of value has likely changed during this tumultuous year as well. 詳しくはこちらへ

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