Posts Tagged "sales-play-selection"

How to Choose Winning Sales Plays in Your Solutions Business

It’s that time again when marketing departments are being asked to quickly churn out Playbooks to increase sales productivity and focus the sales force on selling strategic solutions. All too often, however, playbooks do not produce the outcomes desired by sales or marketing.  In our[...]

Key Account Marketing - 4 Lessons from the Field

Guest Blog post: Mike Peters, Managing Director - Whitespace Consulting Group and an Associate of Solutions Insights I recently participated in the Solutions Insights research on Key Account Marketing Programs. The research project made me think of my own experiences designing and implementing a[...]