4 Principles That Make Sales Funnels Flow Faster

Why Sales and Marketing Needs Operational Excellence Every year CSO Insights (a research company for chief sales officers) conducts a study on sales management. In 2014, the average win rate of forecasted deals across all companies was 45.9 percent, virtually the same as the 45.7 percent achieved in 2013. In other words, the average CEO…

Germany’s Export Engines

Germany’s Export Engines

In Germany, the Erich Utsch AG plant is building a staple of American prisons: the equipment convicts use to crank out vehicle license plates. Utsch, with its niche product and exporting zeal, is one of the 3.7 million small and medium-sized companies driving Europe’s biggest economy. The son of the company’s founder, recently revealed their international…

INSIGHT-Airbus deepens carmaker thinking to drive jet output

INSIGHT-Airbus deepens carmaker thinking to drive jet output

Reuters reports that after record orders, Airbus is reshaping for higher output, while its procurement chief deepens the use of auto methods in their supply chain. The transformation underpins one of the toughest challenges faced by Airbus in its 44-year history: switching to a new model of best-selling A320 at the same time as embarking on…

Michael Norton: How to buy happiness

Michael Norton: How to buy happiness

Social science researcher, Michael Norton studies how we feel about what we buy and spend. At TEDxCambridge, he shares fascinating research on how money can, indeed buy happiness — when you don’t spend it on yourself. Listen for surprising data on the many ways pro-social spending can benefit you, your work, and (of course) other people. Who said…

INSIGHT-From dumb iron to Big Data: Caterpillar’s dealer sales push

INSIGHT-From dumb iron to Big Data: Caterpillar’s dealer sales push

Reuters investigates what is now known as Caterpillar’s dealer sales push. In recent years, the company has called the 178 independently owned businesses that distribute its earth-moving products worldwide everything from “a critical competitive differentiator” to “the foundation” of its success. Now the world’s largest maker of construction and mining equipment is adopting a cooler…

Minimum Wage Increase in U.S. Will Probably Promote Spending

Minimum Wage Increase in U.S. Will Probably Promote Spending

As the debate rages on about whether an increase in the U.S. minimum wage will boost or hinder hiring, one aspect is more unambiguous: It would almost surely lift consumer spending. According to Bloomberg, while the effect will probably be positive, the magnitude of the improvement remains up in the air. Walmart, for instance, is…