Sales is a company wide responsibility to help the frontline sales person capture revenue and keep the buyer financially engaged with the firm.

the ceo magazine, sales,
Stephen J. Bistritz, Founder, SellXL

Business drivers – loosely defined as the key factors that create the need for change within a corporation – are typically behind a customer’s thought process when it comes to making significant investments with suppliers.  In order to remain effective, b-to-b sales leaders and their teams need to have a baseline knowledge of their customer’s key business drivers.

the ceo magazine, customer relations,

In botany, we learned that an evergreen plant has leaves that stay green throughout the year. Unlike deciduous plants, which lose their foliage during the winter or dry season, the foliage of evergreen plants remains constant.

the ceo magazine, sales team,
Michelle Seger, Global Sales Strategy & Change Management Leader, SalesGlobe

It can start with a whisper: We’re merging… our sales comp is down the drain.

When dramatic change occurs within a company, like a merger or acquisition, a vacuum of communication from leadership will be filled with rumor. One of the most common: an acquisition depletes an organization’s resources so much that staff cuts will be necessary. In reality, human capital is essential to organizational success, and a significant asset in a merger or company purchase. So, when should employees start hearing about organizational change?

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