Insights - Post-Merger Integration

What is Wrong with the Sales Machine? – Making Change Stick

In the final installment of his series on operationalizing sales, Michael Smith covers the need for cultural change. Company culture is ultimately what drives long-term change and continuous improvement through the stages of sales maturity. Change that sticks comes from deep within a team, from managers and front-line employees who are bought in to the […]

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Inside the CEO Mind: Commercial Transformations Expected to Continue Through at Least 2019

In September 2018, Blue Ridge Partners surveyed a panel of CEOs regarding their views on commercial transformations for the remainder of 2018 and 2019. “Commercial transformation” was defined as implementing material changes in sales strategy, go-to-market model, sales structure and roles, product offering, customer segmentation, digital marketing/ecommerce, sales compensation and other drivers of revenue growth. […]

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