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John is a Principal at ZS Associates in San Mateo, Calif., and the leader of ZS’s Sales Channel Strategy and Management practice. John has 20 years of consulting and industry experience focused on sales and marketing strategy and operations, and his expertise spans sales channel strategy and operations, channel analytics, partner program design and sales force design. He helps companies develop and execute multi-channel go-to-market strategy to scale coverage, improve customer acquisition and retention and accelerate revenue growth in target markets. John works with companies across a variety of industries with a particular focus on the technology sector.

Prior to joining ZS, John held leadership positions at a multi-billion dollar IT services provider and several strategy consulting firms. John holds a B.S.E. in industrial and operations engineering from the University of Michigan and an M.B.A. from the MIT Sloan School of Management.

Why Customer Experience Matters to Your Bottom Line

By Leon Wei Do you remember the last time that you had such a frustrating customer experience that you wanted to immediately sign into Yelp and leave a scathing negative review? I do. It happened last week. We’ve all experienced the impact of a poor or great customer experience, but how, exactly, can you quantify it? Here’s how to measure the financial impact of customer experience. What Are We Measuring? Let’s use the Net Promoter Score...
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Social Seller Journey: Engaging Today’s Digital B-to-B Buyer

This is the seventh post in a series based on a ZS social selling survey of 125 sales leaders.By Brandon Mills, Manager, ZS Associates As has been well documented through recent research, social media is changing the way that B-to-B customers buy: 75% of B-to-B buyers are influenced by social media, according to Frost & Sullivan; 74% of B-to-B buyers conduct more than half of their research online before buying, Forrester Research has reported; and 57%...
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Social KPIs: Tracking Progress and Proving Impact

This is the sixth post in a series based on a ZS social selling survey of 125 sales leaders.By Alec Goldfield While the four aspects of social selling that we’ve covered in our “Six Building Blocks of Social Selling” series all sound like good ideas in theory, it will be difficult to gain traction and prove their worth without a way to track the impact on your business and your team’s progress. This is where social...
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Social Collaboration: Impact Through Teamwork

Social collaboration refers to boosting internal best-practice sharing, deal collaboration and the dissemination of content through digital channels. It’s an integral part of working as a team in today’s workplace and can be used to augment other social selling practices, which my colleagues and I have written about in our series, “Six Building Blocks of Social Selling.” Social collaboration can be used throughout the sales process and take the form of internal intranets, online sharing tools...
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Olivier Choron
Great piece John and some very nice stats/ survey answers! Social collaboration indeed brings effectiveness and it's interesting ... Read More
Wednesday, 30 March 2016 4:04 PM
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How Your 5th-Grade Geography Quiz Informs Sales Force Design

By Ryan Madsen I recently helped a high-tech client revamp its North American sales territories. At the start of the project, while looking at a map of the United States, I recalled a quiz from 5th grade for which I had to memorize all 50 states and write their names on a blank map. Then it clicked: Geography matters. Even in an increasingly digital ecosystem, the geography of a sales territory influences the effectiveness of the...
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