Thought Leadership Articles
Strategic Account Planning in a Global Team Environment
Analog Devices, a world leader in high-performance integrated circuits, and the Whitespace Consulting Group share their approach to the strategic account planning process and discuss the challenges and rewards of implementing a strategic account planning program in a global team environment.
How to Increase Your Hiring Success Rate
In a recent CSO Insights survey of Chief Sales Officers, only 54% reported satisfaction with their new hires. This paper explores the concepts found in Daniel Kahneman's book Thinking, Fast and Slow and illustrates how to increase your hiring success rate.
In a recent CSO Insights survey of Chief Sales Officers, only 54% reported satisfaction with their new hires. This paper explores the concepts found in Daniel Kahneman's book Thinking, Fast and Slow and illustrates how to increase your hiring success rate.
Pricing Architecture Case Study
Learn how Whitespace Consulting Group helped a $40M cloud computing company create a competitive pricing strategy and architecture.
Learn how Whitespace Consulting Group helped a $40M cloud computing company create a competitive pricing strategy and architecture.
How to Sell Consulting Productively
Most consulting sales are complex. Learn how the appropriate direct sales model can help organizations compete more effectively. This article was published in the Journal of Management Consulting.
Most consulting sales are complex. Learn how the appropriate direct sales model can help organizations compete more effectively. This article was published in the Journal of Management Consulting.
Turn Your Sales Force Into a Competitive Intelligence Asset
Your sales force is a valuable, underutilized resource in the competitive intelligence gathering process. Learn how to increase your overall sales efficiency and win/loss ratio.
Your sales force is a valuable, underutilized resource in the competitive intelligence gathering process. Learn how to increase your overall sales efficiency and win/loss ratio.
Are Your Account Plans Making the Grade?
Like a newborn wellness Apgar test, we developed this simple 6-dimension scorecard to help you find out.
Like a newborn wellness Apgar test, we developed this simple 6-dimension scorecard to help you find out.