NCOI opleiding business development 2021

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#businessdevelopment #ncoilearning #commercialinnovation

Talent Requires Teamwork: Four Characteristics of High-Performing Teams

High Performing teams: talent matters, but teamwork matters more.

Also highlights the importance of customer centricity and the presence of customer experts in the team.

Author: Dave Ulrich, LinkedIn blog, May 21, 2019

Stop Dismissing Incremental Innovation

Successful small-scale and incremental innovations

Companies with very large R&D budgets are incentivized to pursue expensive, large-scale innovation efforts that have the potential to become blockbuster new products—and that those projects receive the bulk of R&D funding. The problem with this high-risk, high-reward strategy is that it may not pay off. 

Successful small-scale innovations: spend small, but focus that investment on marginal improvements in the most valuable brands, aimed at solving real consumer problems, that consumers value and would pay a little more for.

#innovation

Why CRM Projects Fail and How to Make Them More Successful

CRM serves to improve the sales process, not just to evaluate it

In 2017, CIO magazine reported that around one-third of all customer relationship management (CRM) projects fail. That was actually an average of a dozen analyst reports. The numbers ranged from 18% to 69%.

The primary reason they miss the mark in helping companies increase revenue is that CRM systems are too often used for inspection — to report on progress, improve accuracy of forecasts, provide visibility, predict project delivery dates, and provide a range of other business intelligence — rather than creating improvement in the sales process. Front-line sales professionals and managers rarely find the majority of these capabilities useful in winning more business for the company.

Re-think your CRM as a tool to increase revenue

Integrate your marketing efforts with sales activity

Managers provide coaching to improve, not reporting to inspect

#crm #salesmanagement

When Sales and Marketing Aren’t Aligned, Both Suffer

Dangers when sales and marketing aren't aligned

Danger #1: Misaligned goals demotivate

Danger #2: Misaligned goals signal unnecessary difficulty

Danger #3: Salespeople will find the resources to achieve goals, at a cost

Why great innovation needs great marketing

Marketers need to be included in development discussions earlier in the innovation process.

Strategic, upstream marketing that is incorporated into the innovation development process can clearly define who to sell the new offering to and how to sell it in ways like this: Identify unmet and unknown customer needs, engage with customers,use a go-to-market strategy appropriate for the innovation and its customer,...

#commercialinnovation