News & Opinions
The latest news and insights from Hanley Wood’s outspoken experts and key thought-leaders throughout the residential and commercial design and construction industry.
Craig Webb / Remodeling / August 5, 2014
Think of Tom Rousseau as a surgeon for corporations with a specialty in marketing diseases. REMODELING’s parent company hired him a few years ago as executive vice president of strategic marketing services. In that job, he helps our sales team diagnose and cure sales ailments at building product manufacturers. But while Rousseau’s clientele often counts its revenues in the hundreds of millions of dollars, his way of looking at trouble in the corporate body can help cure what ails you, too.
Rousseau’s first advice is to stop trying to diagnose yourself with that standard questionRead More
Demand Gen Report / August 2014
It is quite common for sales and marketing departments to debate who gets credit for a sale, the quality of leads, and other metrics. But it is vital that B2B organizations to enhance the relationship between these two teams to boost productivity — and ultimately results.
Download the e-book today and learn why marketing and sales aligned businesses:
- Close 38% more proposals;
- Lose 36% fewer customers to competitors; and
- Grow 5.4 points faster than less-aligned counterparts.
Brendan Cournoyer / Brainshark / May 8, 2014
Imagine you’re playing Family Feud, it’s your turn at the buzzer, and the question is:
“According to hundreds of sales managers surveyed, what is the NUMBER ONE reason why salespeople miss their quota?”
You hit the buzzer and blurt out… what?
Not enough leads? Lack of training? Poor sales process?
Each of these could certainly be on the board, but none would be the number one answer. At least not according to a report from the folks at SiriusDecisions, who actually did survey 100s of B2B sales managers on this very question.Read More
Tony Zambito / Business 2 Community / October 11, 2013
Frustrated personnel. Frustrated at not being able to do a better job. Frustrated at not being able to help customers. Frustrated at learning there are better ways but no plan in place to improve. Feeling helpless to do anything about their frustrations. Which is, until now.
The enabling wave of digital technology and the democratization of information is being felt among the end-user communities within organizations today. Awakening a voice of influence long silent and constrained by traditional hierarchies in place since the 1950’s. As B2B organizations become more global, flatter,Read More
John Kearney / Sales Benchmark Index / October 3, 2013
Planning for 2014 requires a fresh look at the metrics that will determine success. As noted by my colleague Vince Koehler, Marketing has adopted new capabilities. These capabilities force Marketing to transition to new metrics for determining effectiveness. Similarly, sales reps and managers require a new set of capabilities. Sales Operations must transform its reporting to track these key capabilities.
These are either in addition to, or in place of, your standard metrics tracked. They are all leading indicators that can help you forecast success in 2014. In this post weRead More