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Sales Cookbook – Account Management: Nurture and Develop Clients
by Hélène Pielmeier, July 26, 2017, 25 Pages View abstract 
The customer base of language service providers represents the most critical part of their business. Successful LSPs rely on superior deliverables, responsive customer service, and developing strong relationships with clients to retain and grow these . . .
 
Sales Cookbook – Management: Oversee the Implementation
by Hélène Pielmeier, July 26, 2017, 22 Pages View abstract 
Successful language service providers have strong sales management in place dedicated to training, mentoring, and strategy deployment. This module of the CSA Research “Sales Cookbook” guides LSPs on how to formalize sales management. This . . .
 
Sales Cookbook – Staffing: Design the Job
by Hélène Pielmeier, July 26, 2017, 28 Pages View abstract 
To sell proactively, language service providers need a dedicated sales team responsible for executing the sales strategy. Hiring and retaining the right salespeople is a delicate exercise due to the required investment, the length of sales cycles, and . . .
 
Sales Cookbook – Playbook: Prepare Your Moves
by Hélène Pielmeier, July 19, 2017, 19 Pages View abstract 
To replicate sales success, language service providers must recognize and formalize their best practices. Documenting how they plan to sell and tactics to do so is something that even LSPs without dedicated salespeople must take the time to build. This . . .
 
Sales Cookbook – Tools: Power Your Effort
by Hélène Pielmeier, July 19, 2017, 12 Pages View abstract 
Technology plays a significant role in enabling language service providers to be as efficient as possible in their business development efforts. It frees them to spend more time selling, which could mean closing more deals. This module of the CSA Research . . .
 
Sales Cookbook – Communication: Engage Prospects
by Hélène Pielmeier, July 12, 2017, 22 Pages View abstract 
Language service providers typically rely on marketing communications to nurture leads and convey their unique selling proposition. Marketing bridges the gap between growth strategy and actual sales conversations. This module of the CSA Research “Sales . . .
 
Sales Cookbook – Markets: Target the Right Segments
by Hélène Pielmeier, July 12, 2017, 11 Pages View abstract 
To maximize their branding, marketing, and sales budgets, language service providers must focus their efforts on specific markets segments where they have a competitive advantage. This module of the CSA Research “Sales Cookbook” guides LSPs . . .
 
Sales Cookbook – Pipeline: Generate Leads
by Hélène Pielmeier, July 12, 2017, 17 Pages View abstract 
Language service providers need to fill their sales and marketing pipeline with the right companies to achieve sustainable sales success. They must deploy rigorous process to proactively identify and develop prospects that meet their segmentation criteria . . .
 
Sales Cookbook – Differentiation: Prepare to Stand Out
by Hélène Pielmeier, July 05, 2017, 17 Pages View abstract 
Developing a strong differentiation and a unique selling proposition (USP) is crucial for language service providers to stand out. In turn, it can help them generate repeatable sales success. This module of the CSA Research “Sales Cookbook” . . .
 
Sales Cookbook – Goals: Quantify Your Objectives
by Hélène Pielmeier, July 05, 2017, 16 Pages View abstract 
When planning for growth, language service providers must determine realistic sales goals for their organization. This module of the CSA Research “Sales Cookbook” guides LSPs on how to set achievable stretch goals. Who Should Read This Executives . . .
 
Sales Cookbook – Planning: Plot Your Destination
by Hélène Pielmeier, July 05, 2017, 25 Pages View abstract 
Successful language service providers maximize their long- and short-term chances of growth by adopting and implementing systematic strategic and growth planning, consistently reviewing performance against plans, and adjusting plans based on market conditions . . .
 
Benchmarks for Language Service Providers: 2017
by Hélène Pielmeier, Donald A. DePalma, June 30, 2017, 12 Pages View abstract 
Providers are always eager to compare their performance against that of their peers. In CSA Research’s annual survey of the language services market, we ask about a range of factors that characterize LSPs. In this brief, we provide an introduction . . .
 
Sales Cookbook – Intro: The Recipe to Achieve Repeatable Sales Success
by Hélène Pielmeier, June 28, 2017, 10 Pages View abstract 
Language service providers – in particular small and mid-sized ones – often ask us, “How can we increase sales? Where do we start? How can we build the best sales team?” We developed the CSA Research “Sales Cookbook” . . .
 
Conversation Starters to Engage Clients Beyond Projects
by Rebecca Ray, Hélène Pielmeier, June 09, 2017, 8 Pages View abstract 
To sustain growth, executives, sales teams, and account managers at language service providers need to up-sell and cross-sell beyond the language services function on the buy-side. This research piece discusses why enterprise globalization frequently . . .
 
Is Recommending Centralization Always the Best Option?
by Hélène Pielmeier, Rebecca Ray, April 26, 2017, 9 Pages View abstract 
Language service providers commonly recommend that clients centralize their procurement function. While decentralized operations are easier to penetrate, the lack of consolidation across various groups means that LSPs have to exert more sales and account . . .
 
Economic Opportunity by Industry
by Arle Lommel, Hélène Pielmeier, February 10, 2017, 5 Pages View abstract 
Language service providers large and small are on the eternal quest to find sizable clients with regular needs. Sectors that spend considerable amounts on language services represent obvious targets. CSA Research conducted a survey of 211 LSPs to analyze . . .
 
Account Growth through Client Care
by Arle Lommel, Hélène Pielmeier, January 27, 2017, 6 Pages View abstract 
What is the magic that turns some buyers turn into top clients? CSA Research conducted a survey of 211 LSPs to analyze information on their top three accounts. In this brief, we examine the relationship between the size of an opportunity and the time . . .
 
Understanding Buyer Decision Strategies
by Arle Lommel, Hélène Pielmeier, January 16, 2017, 6 Pages View abstract 
When you consider expanding your sales and marketing efforts, you may find yourself hampered by a lack of knowledge about how to find profitable opportunities. If you go after particular profiles simply because they are visible, you may miss opportunities . . .
 
Twenty Profiles of Buyers of Language Services
by Arle Lommel, Hélène Pielmeier, November 28, 2016, 13 Pages View abstract 
When language services providers try to promote the virtues of their offerings, they often comment that finding the right individual to target can amount to finding a needle in a haystack. Yet, identifying the best entry points into a prospect can improve . . .
 
Growth Strategies for LSPs
by Hélène Pielmeier, November 23, 2016, 8 Pages View abstract 
Language service providers are often at a loss on what to do next when they develop growth strategies: Should they add new services? Should they go international? Alternatively, should they just strive to close more sales within their current target . . .
 
Effective Market Segmentation
How LSPs Should Identify and Target the Right Market Clusters
by Donald A. DePalma, Hélène Pielmeier, November 07, 2016, 47 Pages View abstract 
Unfocused lead pipelines cause many language service providers to waste precious sales and marketing resources. They aren’t sure which prospects to pursue, so they market to a broad spectrum of buyers that cross company sizes, industries, geographies, . . .
 
The Fastest Growing LSPs: 2016
by Stephen Henderson, July 29, 2016, 5 Pages View abstract 
Companies often measure success through their growth relative to peers. This brief presents the ranking of the fastest-growing language service providers (LSPs) based on revenue, the most common measure of a rising business. It draws on LSP-reported financial . . .
 
The Paths to Differentiation
by Hélène Pielmeier, June 29, 2016, 6 Pages View abstract 
How well can a language service provider without a unique selling proposition (USP) stand out against the competition? Our research shows that undifferentiated LSPs have a harder time catching prospects’ attention to emerge as a logical solution . . .
 
How to Win the High-Stakes RFP Game
by Hélène Pielmeier, April 25, 2016, 7 Pages View abstract 
Requests for proposals (RFPs) or tenders are increasingly popular with buyers of language services. Buyers rely on them not only to select new suppliers but also to re-negotiate terms with existing vendors. Language service providers must therefore excel . . .
 
LSP Pricing Strategies
How to Price Services Just Right
by Hélène Pielmeier, Donald A. DePalma, April 25, 2016, 47 Pages View abstract 
Competition in the language services market is ruthless. You can always find competitors that are willing to undercut your rates. And because most buyers view translation and interpreting as commodities, selling based on factors other than price is a . . .
 
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