The leaders of B2B companies often face a conundrum in sales and marketing. Their products, services, and talented people solve customer problems daily. Their approaches to awareness, conversion, and retention make sense. They’ve tried to improve training, coaching, automation, incentives, and more. Often more than once! And despite many attempts, growth and profitability are unsatisfactory....

This post Facts and Values; The Keys to Operational Excellence in Sales and Marketing appeared first on Operational Excellence Society.

So, how is your company’s sales process working? Responses to that question often paint an ugly picture: “We just don’t have the discipline to make a sales process work.” “We put it in place but the people just don’t follow it. They like to do their own thing.” “We have trouble because our sales managers...

This post Five Steps Guaranteed to Increase B2B Sales Revenue and Margins appeared first on Operational Excellence Society.

How will your company reach its revenue and profitability goals in the short term? If you are growing now, how will you sustain that growth in the future? If answering these questions is a struggle, you are not alone. In many B2B companies sales productivity has been declining in recent years. A study by CSO Insights said only...

This post Why You Should Bring Operational Excellence to Sales (And Why Your Salespeople Will Love You For It) appeared first on Operational Excellence Society.

Why Sales and Marketing Needs Operational Excellence Every year CSO Insights (a research company for chief sales officers) conducts a study on sales management. In 2014, the average win rate of forecasted deals across all companies was 45.9 percent, virtually the same as the 45.7 percent achieved in 2013. In other words, the average CEO...

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