by Dave Frentzel | Aug 3, 2019 | Briefs, Organization, Sales & Marketing, Value Creation
Mandatory project management bootcamp for sales reps? Absolutely. When I transitioned earlier in my career from management consulting into my first sales leadership role in industry, I first asked each sales rep on my team two simple questions: “what’s your plan?” and...
by David Bovet | Dec 20, 2017 | Briefs, Operations, Organization, Sales & Marketing, Supply Chain Management
Supply-demand balancing – optimally and consistently – is tough for many mid-sized companies. Even the largest corporations can make mistakes. What are some practical suggestions to tackle these challenges? The art and science of aligning supply and demand is as old...
by Dave Frentzel | Nov 29, 2017 | Briefs, Operations, Sales & Marketing, Technology
The playbook is your negotiating team’s plan for reaching a successful outcome. Business negotiations can be complex, high-stakes, time-critical events. A winning playbook, then, requires agility, intelligence, and speed to support different game day scenarios and...
by Dave Frentzel | Apr 2, 2017 | Briefs, Organization, Sales & Marketing, Strategy, Value Creation
Effective cross-selling benefits both customers and service providers. More comprehensive solutions can create greater value for the customer, stronger and more tightly-integrated relationships, and better financial returns for the provider. Yet in practice, service...
