Episode 4: Avoiding the Top Mistakes Organizations Make When Implementing Key Account Management
In this episode, John sits down with Hajo Rapp to discuss some of the top mistakes organizations make when implementing key account management.
Episode 2: How to Become More Important to Your Most Strategic Customers
This episode is hosted by John Thackston, Vice President of Client Engagements at SOAR Performance Group, and features guest speaker Toby Carrington, Senior Vice President, Head of Global Sales Operations at Siemens Healthineers. Toby provides insight, initiatives and ideas surrounding the topic of strategic customers and selling in the healthcare space.
How Sellers Can Win in a World of the Subscription Business Model
A new generation of buyers has grown up with the subscription buying model, a model promoted every day through the proliferation of apps offering everything from fitness to finance – all delivered at the tap of a finger.
In his book, Subscribed: Why the Subscription Model Will Be Your Company’s Future – and What to Do About It, Tien Tzuo, founder of Zuora, says executives need to think about how their companies will thrive in a subscription business. According to Tzuo: “If you’re not shifting to this business model now, chances are that, in a few years, you might not have any business left to shift.”
The #1 Thing Missing from Your Revenue Growth Plan
Recently, our team had the privilege of attending the board meeting for a large division of a Fortune 500 company. The topic for this discussion was how their organization will grow at 5x the rate of their market. Yes, you read that correctly. Their organization believes so strongly in product and people that they have decided that they will brave the journey to grow not 2x or even 3x, but 5x the rate of their market.
Optimizing the Sales Coverage Model to Best Engage Prospects and Customers – Chicago Sales Leadership Community
Thank you to everyone that came out to the Chicago Sales Leadership Community meeting. It was a great opportunity to network, share and learn. The meeting included a panel discussion on “Optimizing the Sales Coverage Model to Best Engage Prospects and Customers”. The panel from the community shared insights and perspectives on how their companies are improving their engagement with prospects and customers through their efforts to optimize their sales coverage model.