Key Accounts underperforming?

“Despite that analytical approaches are valuable in every department, most of the people with analytical skills tend to not apply for sales roles.” We all can agree that sometimes key accounts can be expensive to maintain and even less profitable than smaller accounts. Organizations prefer to increase its costs and reduce its margins just for…

Leadership challenges: What kind of leader are you?

Disagreements, favoritisms, internal negotiations, external pressures are just a few of the challenges that CEOs face in the business environment. Some CEOs would try to find a middle ground in order to maintain the performance and equilibrium in the organization and mistakenly fall in the error of prioritizing some tasks over others. The simple assumption…

Is networking giving you headaches?

“Identify you personal interests, think with purpose and share your ambitions” In the world of sales is natural to find employees that find tedious the art of networking (considered as “Art” by many businessmen). On the one hand, we find employees that regard it as an effective business strategy that will lead them to nurture new or…

The Impact of a Multicultural Workplace

“Yes, it’s true that globalisation has integrated the world. Yet, we are still witnessing communication barriers where the performance of global organizations can be affected” The technology has permitted companies to open their communicational boundaries and expand their product/services into new markets. Thus, people from different cultural backgrounds are making business together and exchanging information in a frequent basis. At…

The Value of Cultivating Relationships

Information has never been so abundant as nowadays. Data mining, purchasing behavior, personal data, just to name a few, are at the reach of any company, waiting to be used and be delivered to customers. With all this data, the creation of bespoke products/services is real and companies should not push customers to purchase products with conventional…

Sales Framework: Managing Networks Efficiently

“Salespeople can have a vast product knowledge, they can be very consultative and their field efficiency can be productive, yet if the management does not provide the right technology and support, its efforts might be in vain” In sales, the web of contacts are vital. A vast portfolio of contacts can yield a substantial conversion…

Engaging Marketing & Sales: Underlying Reasons

Both departments perform different functions but their results are directly linked. A poorly executed campaign, can affect directly the results of a unit and, when this occurs, managers fall out blaming each other for deficient performance. In fact, this two departments not always get along when they work together. When the sales force is not meeting targets, they claim that the…