How Sales Leaders Are Tackling Coronavirus Fallout

Posted by Emily Alexander on Fri, Mar 13, 2020

Jason Brown co-wrote this blog post with Emily Alexander.

Nothing is more pressing right now than COVID-19 and the impact the pandemic is having on the U.S. population and economy. Safety is the chief priority, but sales leaders are already grappling with how to keep their sales teams engaged and productive during this tumultuous time. With travel restrictions, community gathering bans, work-from-home guidance and limitation of non-essential personnel from offices, it’s becoming almost impossible for field-based salespeople to do what they do best: Get in front of customers.


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Has Key Account Selling in Financial Services Reached the Tipping Point When It Comes to Sales Comp?

Posted by Jason Brown on Tue, Jan 15, 2019

This blog post was originally published on ZS's financial services blog, The Exchange.

Recently, I was talking with a financial services leader about how his company’s large account sales process has evolved over the years. Among other things, his company sells investment and financial service offerings, such as U.S.-based 401(k) record-keeping, to very large companies where the buyer might be making a decision on behalf of tens of thousands of employees.


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