sales Consulting Related Topics 
Chris Koch
SEPTEMBER 11, 2009
The estimates range from one third of the sales force, according to these academics, to as much as two thirds. It’s portrayed as a DNA thing—some are born to do consultative selling and to have “executive-level conversations” and some are not. I do think there is a gene for sales. Now don’t get me wrong. Information.
Chris Koch
SEPTEMBER 11, 2009
The estimates range from one third of the sales force, according to these academics, to as much as two thirds. It’s portrayed as a DNA thing—some are born to do consultative selling and to have “executive-level conversations” and some are not. I do think there is a gene for sales. Now don’t get me wrong. Information.
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Chris Koch
MAY 15, 2012
Sales and marketing need to work together to develop an idea network —a group of internal and external SMEs that can help develop and vet new ideas and put them into the hands of salespeople. The big strategy consulting firms have been doing this for decades. Sales and marketing need to work together to figure that out.
Chris Koch
SEPTEMBER 9, 2011
Consultant Fred Reichheld didn’t invent the concept of customer loyalty, but by identifying the marker for it, he changed how many companies approach managing customer loyalty. Assuming that you’ve done the necessary research to understand your target audience, that change can be on a personal, organizational, or industry level.
Chris Koch
SEPTEMBER 9, 2011
Consultant Fred Reichheld didn’t invent the concept of customer loyalty, but by identifying the marker for it, he changed how many companies approach managing customer loyalty. Assuming that you’ve done the necessary research to understand your target audience, that change can be on a personal, organizational, or industry level.
Chris Koch
APRIL 17, 2009
We’re always hearing that marketing and sales should be better aligned (whatever that means), but I see little practical advice about how to do that beyond the usual change management stuff. One of my colleagues did this when she worked for marketing in a consulting firm. For a company’s most important (i.e.,
Chris Koch
APRIL 10, 2009
When the consulting industry began soon thereafter, McKinsey took the academic journal model and applied it to its marketing, which resulted in the McKinsey Quarterly.The Quarterly is the first real example of thought leadership marketing. Especially in B2B, products and services are becoming more complex and sales cycles are getting longer.
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