BTS Strategic Execution Blog

  • Explore the Future…Before You Become a Thing of the Past

    Friday, July 14, 2017 | Category :
      • Innovation
      • Blogs

    by Peter Mulford, Executive Vice President & Head of Innovation at BTS

    Mike Lazaridis, the cofounder of BlackBerry, found out about the iPhone from a TV commercial. Nokia’s CEO, Stephen Elop, announced his firm’s acquisition by MSFT by saying “we didn’t do anything wrong, but somehow, we lost.” In ...

    Full Article
  • Awesome Product Training Shows the Sales Force Why Customers Will Care

    Friday, July 14, 2017 | Category :
      • Sales
      • Blogs

    by Andrew Dornon, Analyst, BTS Sales Practice

    Product training that makes reps believe the new solution will impact their clients’ business results gets your products in the hands of more customers, faster.

    Why?

    When launching a new product (or onboarding reps to your whole portfolio), product marketing and enablement teams ...

    Full Article
  • A Sales Training Program Isn’t Enough: Drive Change Through Small, Structured Risks

    Friday, July 14, 2017 | Category :
      • Sales
      • Blogs

    by Andrew Dornon, Analyst, BTS Sales Practice

    Sales trainings, virtual or in person, are critical to starting salespeople down the path toward development, but without on-the-job support, you’ll miss a lot of impact.

    Why?

    No matter what type of enablement initiative you’re spearheading, at the end of the day, you’ll ...

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  • The Best Sales Methodology: One That Gets Put To Work

    Friday, July 14, 2017 | Category :
      • Sales
      • Blogs

    by Andrew Dornon, Analyst, BTS Sales Practice

    The Problems

    Huge amounts of time and money are spent annually on different sales methodology trainings. Unfortunately, we’ve all experienced such a training that had little impact. There are 3 main reasons for training failure:

    1. Content: doesn’t align with the reality reps face. ...
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  • The Shift To Inside Sales (and What It Means For Outside Sales)

    Friday, July 14, 2017 | Category :
      • Sales
      • Blogs

    by Andrew Dornon, Analyst, BTS Sales Practice

    Increasingly, sales forces, especially in technology, are moving responsibilities that used to be the domain of field sales reps to inside sales reps.

    Why are firms making this shift?

    Firms are shifting to inside sales because their customers want it—many buyers prefer to ...

    Full Article
  • Don't Waste Dumb Money: The 3 Things About Innovation Every Leader Should Know

    Wednesday, May 24, 2017 | Category :
      • Innovation
      • Blogs

    by Peter Mulford, Executive Vice President & Head of Innovation at BTS

    Bill wasn’t the first Chief Innovation Officer I’d met who was distressed by innovation, but he was the most colorful.
    “The market for innovation consulting feels like a gold rush,” he said. “There’s a lot of dumb ...

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  • Unlocking Potential: The 4 Steps for How to Move Leaders from Knowing to Doing

    Friday, May 19, 2017 | Category :
      • Leadership Development
      • Blogs

    by Jennifer Mrozek Sukalo, Senior Director

    Think about an exceptional leader with whom you have had the opportunity to work or interact. Why would you categorize that person as an exceptional leader? Can you list the characteristics or specific behaviors that leader exhibits? Of course you can. Now, take a ...

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