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How a strategic account sales team increased selling time 63% Case Study

Background A large company offering water filtration systems to the foodservice industry struggled to maintain its growth and accurately predict revenue trends. Over several years, the division general manager tried many approaches to maintain the growth rate. He was unsuccessful. The general manager had seen repeated successes with the firm’s production operations using Lean methods. […]

Field Sales Case Study in a Global Chemical Firm

Field Sales Case Study Background A division of global chemical company provided collision repair products to automobile dealers and collision repair shops. They employed 210 field salespeople in 18 district offices. The division was experiencing flat revenue growth and declining market share. A European competitor’s foothold in North America was making it difficult to capitalize […]

The Five Most Critical Sales Process Problems, and How Management by Process Can Solve Them For Good

As the pace and complexity of the business world accelerates, more companies are struggling to improve their sales and marketing performance. Many sales VPs of companies who are leaders in their markets face a similar concern: “Our sales managers intuitively know our sales process. However, our business is getting more complex and I think there […]

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