June 8th, 2009
Go-to-market review. Salesforce effectiveness program. Value chain sales strategy. These are just a few of the initiatives organisations are attempting as they grapple with the fundamental issue of maximising sales resource marshalling and return-on-investment. The tension is often high in an environment like this…..the top line is increasingly harder to maintain and may be falling; the full cost of sales and servicing the customer is increasingly harder to defend.
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November 1st, 2008
All of us who have had some exposure to Marketing or Sales “101” have had the concept of customer segmentation drummed into us. As I walk the halls of corporate Australia these days I commonly hear Heads of Sales and Marketing talking about their new “Go to Market”, “Channel Strategy”, “Customer Segmentation” pursuits. Too often, when I walk down the same corridors months later the buzzwords have faded and there is negligible beneficial legacy following the rhetoric.
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June 1st, 2008
How did your football/rugby team go last weekend? I am a hapless AFL Richmond supporter, so many weekends I cannot bear to turn to the sports pages to read the obituary. When the Tigers do crack it for a win (even a draw is cause for celebration for Richmond fans), I can’t wait to rip [...]
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March 18th, 2008
We consistently see many organisations in the business to business professional services space (eg law, accountancy, engineering, consulting, IT solutions, recruitment, advertising and more) struggle with the choices of best marshalling and deploying their sales and business development effort, as they grow from small enterprises. Here we explore the two primary models, their benefits and [...]
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