The Sales Enablement Revolution and its Impact on B2B companies

The Sales Enablement Revolution and its Impact on B2B companies

The sales enablement revolution There is an important revolution underway when it comes to the practice of selling in the business to business (B2B) environment. B2B sales opportunities are generally be qualified as ‘complex’ – meaning that the sales person will have...
The Power of Effective Sales Metrics and Sales Management

The Power of Effective Sales Metrics and Sales Management

Sales people and the sales function, like other functions, are managed by metrics, and companies spend a lot of effort to design dashboards to help their organization understand how they are performing relative to their goals. From our research among companies we...
Sales Management Rhythm to better Manage and Coach Sales Teams

Sales Management Rhythm to better Manage and Coach Sales Teams

Sales management rhythm to better manage and coach sales team 19 FEBRUARY, 2015 This is the final article of a four part series dedicated to help European senior leaders to realise more business growth in 2015. In our first article we shared the importance of...
Setting Sales Objectives and achieving them

Setting Sales Objectives and achieving them

Setting sales objectives and achieving them This is the third article of a series dedicated to help European senior leaders to realise more business growth in 2015. In our previous articles, we shared the importance of organisational alignment and the role of three...

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