Recent survey shows that more than 80% of marketing campaigns do not achieve their objectives, and sales reps manage to reach only a bit over of 60% of their yearly quota. Apparently, in this kind of situation, companies’ CEOs start looking to these revenue generating functions, searching for different programs to transform sales and marketing efforts. They’re looking for the answer to two vitally important questions: what to change and where to start?

Steven Gleed, Partner, Customer Practice & Service Line Leader for EMEIA, in his video interview to BPMonline outlines main business challenges that companies face today and points out the areas that are to be transformed in order to meet those challenges. Providing first-hand expertise of the competencies needed to drive change in modern business, Steven emphasizes on the necessity of sales and marketing strategy transformation, improvement of sales processes and usage of the right technologies and tools to help with these efforts.

EY’s analyst shares his observations on the shift of sales paradigm when companies are not just focused on closing a deal, but on communicating and demonstrating the real value to their customers. Watch the latest interview with Steven Gleed to know where to start and how to identify the roadmap of change.

Watch the video with Steven Gleed from EY about Sales and Marketing Effectiveness ›