I learned that leadership wants sales to have value-based conversations to close 6 and 7 figure enterprise deals and they complain that sales continues to have price-based conversations. However, I believe that sales are not the only ones at fault. Leadership direction and marketing are enabling the price-based conversation which led to [...]
P&G (a long-time client of a regional 3PL located in Green Bay, WI that specializes in DC management, WMS & TMS) was a customer that our client looked to grow. The accounts team drove discussions at the Director level. But it was about the activities that were being completed and general "benefits" - [...]
Sales VPs tell us they want greater sales support to improve close rates and leadership tells us that they want “Marketing” to increase their influence over revenue. However, traditional “lead-based systems” and social, email and other marketing campaigns make it challenging for marketing to be held accountable for anything more than driving leads. Most [...]
While covering Sumerian (a UK ITSM Analytics SaaS company), 451 Research indicated that our client will have to break out of its finance niche category if it wants to be an international player. Our client needed to quickly create demand for a new product in a new category into the market: Capacity Planning [...]
CSO Insights reports that sales cycles in existing accounts are at least 50% shorter than new accounts. This is a huge savings in cost of sales and marketing investment in return for greater profitability and revenue growth. But, when asked to share their top priority, sales and marketing often cites filling the funnel [...]
I recently had a conversation with an Account Director responsible for new market and existing customer growth for an Oracle Supply Chain and ERP partner that has offices throughout the US, Asia and UK. I learned that the firm Experiences 12 to 18 month sales cycle on enterprise accounts with most efforts leading [...]
The supply chain leader at one of the top flat-screen TV manufacturers, which is also America’s #1 sound bar company, was considering their options for a managed TMS solution. As part of their buying process, they contacted Schneider and their top 5 competitors to compare features, benefits, costs, and ROI. Traditionally, RFP’s had [...]
It’s not just a Sales Cycle, it’s a Buyers Journey… but who’s in control? The roles have now reversed. Long sales cycles, small margins, and high turnover are common challenges for supply chain sales people who ‘push’ their prospects into next steps. If we’re having to push the client to move them through [...]
Strategic supply chain clients buy from Consultative Experts, not brands. Supply chain buyers want to speak to consultants who will provide them with industry insights and create opportunities for them to streamline and grow their business. That’s why the top performing salespeople in every field have a personal brand instead of relying on the [...]
Sephora's website is the largest revenue making store in North America, even with an expanding base of 430 stores across the Americas. However, their warehouse and DC were not scaled to meet the needs of a fast-moving operation or the needs of their 2300 global stores and their eCommerce customers. For example, the [...]
