Most current sales models are not keeping pace with the shifts in demand, as many companies struggle with factors that contribute to higher costs. Achieving growth targets profitably requires a repeatable, high-return model for selling solutions. And that means knowing where and how to invest in sales resources. In our experience, four mutually reinforcing actions can help senior executives keep on track with greater … [ Read more ]
Content: Article | Authors: Dianne Ledingham, François Montaville, Mark Kovac, Michael Heric | Source: Bain & Company | Subject: Marketing / Sales
When companies are hit with declining sales and shrinking margins, the options can start to look bleak. Attacking one challenge–by raising or lowering prices, for example–can make the other worse. But one powerful way to shore up both sales and margins in a downturn is to make your salesforce more effective.
Content: Article | Authors: Darrell K. Rigby, Dianne Ledingham | Source: Bain & Company | Subject: Marketing / Sales
“Good revenue,” is the kind that’s predictable and proﬁtable, and holds possibilities for further expansion. Bad revenue, in contrast, comes from customers that don’t value your core business proposition, requiring excessive customization, complexity or discounting, and causing the sales management team to lose strategic focus. Tempting though it may be, no company can afford bad revenue with its explicit and hidden costs.
Content: Quotation | Authors: Darrell K. Rigby, Dianne Ledingham | Source: Bain & Company | Subjects: Business Plans, Management, Marketing / Sales
Today’s smart companies are turning selling into science. But they’re not depending on the native talents and gut instincts of their best and brightest to do so. Nor are they hiring extra salespeople. By adding scientific systems to the sales process, top-performing organizations are responding more effectively to new market environments.
Content: Article | Authors: Dianne Ledingham, Heidi Locke Simon, Mark Kovac | Source: Bain & Company | Subject: Marketing / Sales
The expansion of services may be the most important business trend of the past two decades. But trying to grow new services can create a series of unexpected obstacles.
Content: Article | Authors: Dianne Ledingham, Jim Gilbert, Sarabjit Singh Baveja | Sources: Bain & Company, Harvard Business School (HBS) | Subjects: Management, Strategy