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All posts in: Sales Management

March 21, 2015

The nature of sales in interesting times, revisited, or is cold-calling in B2B space dead?

A story in today’s Dagens Næringsliv about DNB’s success in the US market for high-yield bonds stimulated some serious thinking about cold-calling in interesting times.  There are indeed tons of…

January 23, 2015

The parable of the blind men and the elephant, and its relevance for sales effectiveness

John Godfrey Saxe (1816–1887) wrote in his 19th century poem “The blind men and the elephant”: It was six men of Indostan To learning much inclined, Who went to see…

January 04, 2015

Why many sales KPI programs are partial failures, and how to successfully implement a sales KPI program

I promised some weeks ago to write a blog about effective sales (and marketing) KPIs.  Fact is, I made a detour with a review of Kenichi Ohmae’s “The Mind of…

October 13, 2014

How sales target policies influence risk averseness and risk-seeking behavior in sales organizations

We will soon be into budgeting season for many companies.  For sales executives this is high stress as they will already now have some feeling for order intake next year,…

September 17, 2014

Sales conversion rates: Some industry benchmarks, and a methodology for robust predictions from microeconomic fundamentals

I just received a paper copy of the Norwegian Research Council’s annual R&D statistics for 2012, which includes success rates (or conversion rates) for certain R&D programs.  I was curious,…

September 08, 2014

Sales strategies in times of an oil price of USD 99,76: some learnings from 2008, with applicability for technology SMEs with exposure to offshore oil and gas

Today, we learned that a barrel of Brent oil is down to USD 99,76, the lowest oil price in around 14 months.  We have also over the last few months…

September 04, 2014

The difference between beer and surgery, and the implications for selling beer and selling surgery, respectively

There has lately been an interesting discussion in Dagens Næringsliv about the difference between selling and producing beer, and selling and producing surgery (in the context of optimum organization of…

August 27, 2014

Driving sales performance by leveraging sales consultants: the Norwegian vendor landscape

Over the last few weeks, I have had a number of discussions with providers and buyers of services in the area of sales development and sales process optimization.  It is…

August 19, 2014

New ideas for effective sales in Norway

Following is an interview with Andreas Folkvord, Managing Partner in TrueNorth Consulting (TNC), Oslo Norway, see http://www.truenorth.no.  Andreas has advised engineering organisations on sales effectiveness since 2001, including some stints in…

August 07, 2014

The nature of sales: The big unbundling in B2C space, and implications / bad news for technology SMEs operating in B2B space

I have always been intrigued by the power of ‘reasoning by analogy’ in business, that one can predict industry trends in one industry by studying what is currently happening in…

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