Why Every Sales and Marketing Team Needs a 'Boundary Spanner'

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Thu, Dec 05, 2019

Dharmendra Sahay was a co-author on this blog post. 

Advances in data, technology and analytics continue to bring new opportunities for improving sales and marketing effectiveness. Digital capabilities have evolved from descriptive (reporting what happened), to diagnostic (understanding why), to predictive (projecting what will happen if), to prescriptive (recommending what to do). But the road to realizing value continues to be bumpy.


>
Read More

What Is a Customer Success Manager?

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Wed, Nov 20, 2019

When a business buyer makes an initial purchase from a seller, it’s only the start of the value exchange between the two. Most of the mutual value accrues over time as the customer benefits and both continues and expands purchasing.


>
Read More

Technology Is Blurring the Line Between Field Sales and Inside Sales

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Thu, Oct 03, 2019

Field sales and inside sales have traditionally had their own domains. Field salespeople did the heavy-lifting, working with customers in person. Inside salespeople sold over the telephone and web, and were responsible for the uncomplicated products, small and remotely located customers, and simpler sales tasks, such as lead generation and renewals.


>
Read More

Yes, Freemium Businesses Need Salespeople

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Wed, Sep 04, 2019

Companies such as Dropbox, Zoom Video Communications, LinkedIn and Slack Technologies use a "freemium" business model. They offer a free basic version of their product and count on customers to pay for upgrades to premium versions. Freemium business models have grown rapidly in popularity with tech companies. But do such freemium companies need salespeople?


>
Read More

Four Mistakes Companies Make When Hiring Sales Leaders

Posted by Andris A. Zoltners, PK Sinha, and Sally E. Lorimer on Wed, May 08, 2019

Any company that relies heavily on salespeople naturally wants a highly qualified person to lead the sales force. Judging by the modest tenure of sales leaders in their role, according to recent LinkedIn data, something is amiss. Looking at 150 past sales leaders (VP of sales or equivalent role) at the 100 largest U.S. manufacturing companies, one in four lasted in the job less than two years, and half lasted three years or less.


>
Read More