| | | Sales Challenger | |  2008 | 4 articles |
| Page 1 of 1 | Previous | Next | SALES CHALLENGER JUNE 11, 2012  Can You Say What Your Key Account Strategy Is? That question (and the title of this blog post) comes from the title of an article published by the Harvard Business Review back in 2008 by David Collins and Michael Rukstad. You’d think that investing in our best customers would lead to easy growth. They buy a ton from us already, so if we just partnered a little more strategically then we could grow even more, right? So, is that all? | SALES CHALLENGER MARCH 12, 2012  Sales Lessons from the Military Commander’s Intent, Armchair General (June 2008). In the military, soldiers are taught to follow the principle of Commander’s Intent: “To preserve the initiative, subordinates must act independently within the context of an overall plan. They must exploit successes boldly and take advantage of unforeseen opportunities. They will take risks, and the command must support them.” ¹. | | | | | |
| SALES CHALLENGER FEBRUARY 13, 2012  Putting the Swagger Back in Sales The problem that they were all wrestling with in the late months of 2008 was “How do I save my job? Matt Dixon and Brent Adamson, authors of The Challenger Sale , were recently featured in Sales & Marketing Management , where they explained the logic behind the controversial notion that complex B2B sales is more about confidence and less about relationships. What were you going after? | SALES CHALLENGER SEPTEMBER 6, 2011  Sales Ops’ Catch 22: More Influence, Less Ownership Heads of Sales Ops made a curious decision back in 2008 during the depths of the Great Recession. Facing a precarious budget situation, leaders had to decide how best to survive despite having limited tools to measure their function’s own effectiveness, which hampered efforts to make a business case for maintaining (let alone growing) resources. Take training as an example. | |
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