Prviously we discussed the release of Gartner’s latest “Chief Sales Officer” report. The headline article discussed what the key priorities were for Sales as we headed towards 2021 and top of the list was Accelerating Early Pipeline and Lead Generation. We discuss how developing Commercial Messaging now will deliver on your business goals for sales growth in 2021.

Commentators reporting the news, experts sharing “insight”, but what will the main parties change next time to improve their performance.

Being able to sell effectively in a more virtualised environment was one of the “Future Demands” called out by Gartner in their guidance for sales strategy and investments.

Following the dramatic collapse in world economic activity, caused by the COVID19 pandemic, economies are showing signs of growth and are gradually opening up again.

Accepted wisdom suggests that selling into your existing account base should be easier than winning new customers. This may well be true when selling more of the same products and services, however, when it comes to adjacent or breakout growth, too often your incumbency does not deliver the commercial advantage one would expect.