From Sales Design to CRM
A company may spend months redesigning its sales strategy.
Sales Automation
When Sales Has to Correct AI
B2B buyers increasingly research vendors with generative AI and arrive convinced before they arrive informed. Sales now has to validate and sometimes...
What to Do With Leads That Don't Convert
Most leads that don't convert are not bad leads. They stall because nobody owns the next decision once they stop moving forward. ICX Consulting helps...
From traditional BPM to Hyperautomation
Isolated automation rarely solves structural problems
How digital automation reduces costs and improves margins
Organizations face a constant challenge: how to reduce costs without compromising quality, customer experience, or growth capacity.
Microexperience Marketing: Selling with Real-Time Data
Lately there has been increasing discussion about real-time marketing strategy, which can essentially be understood as the transition from mass...
Black Friday and Cyber Monday: the pricing plan to grow sales
Black Friday and Cyber Monday are two peak sales days for many companies. When I sit down to design prices for these dates I don't think of something...
From data to deals: activating intent signals with precision
Most organizations have already realized that the goal isn’t to accumulate leads, but to identify genuine buying intent. However, few have succeeded...
Sales Performance Scorecard: Team Control and Compliance
Control and compliance of a sales team means knowing, in close to real time, whether every rep is selling the way the company has promised customers,...
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