Go-to-Market
How Buyer Behavior Is Reshaping Sales Organizations
How Buyer Behavior Is Reshaping Sales Organizations is the first in a three-part series on how highly effective sales teams can drive profitable growth for the organization.
Go-to-Market
Case Study: Valve Manufacturer Grows Through Sector and Accounts Focus
This <$500M valve manufacturer with locations in 15 countries was experiencing flat growth and losing market share on both MRO orders and capital intensive projects.
Talent
Case Study: SaaS Data Security Company Executes Its Growth Goals
A data security company was not closing sales as effectively as in the past and was having trouble with customer retention. It needed to shift from a more generalist model to having more defined and specialized sales roles to improve...
Go-to-Market
Recipe for Organic Growth: What’s Your Special Sauce?
There’s a lot of pressure on companies to deliver growth, particularly if they are public. Yet, in many companies, we have seen recipes for organic growth that rely too heavily on optimism and too little on facts and reality.
Transformation
Designing an Innovative Customer Experience to Drive Profitable Growth
When it comes to creating a distinctive brand, what separates the winners from the losers? Winners in any industry are those that offer an overall value proposition that is distinct, credible, and relevant to target segments.
