Blog


Jun

18

2014
It’s about the Quality, not the Quantity!

It’s about the Quality, not the Quantity!

Is it fair to say that we are drowning in data, information and documents? According to SanDisk, the volume of business data in the world doubles every 1.2 years! Content is easier than ever to produce, but the random scattering of content across legacy files and folders has created a veritable digital landfill! There are numerous reports that validate the fact that the average business…

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Jun

04

2014

Sales Effectiveness or Sales Enablement?

 I started a discussion on LinkedIn last week titled “Sales Effectiveness needs help from all departments” and in it I got an interesting response from Traci Curran, who is the Strategic B2B Marketing Director at Revergy, Inc. Traci made an interesting comment to the discussion, “@chuck, on tools like CollaboRate…these solve content problems (pre sales and post-sale). Content is top of the funnel stuff…which I…

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May

28

2014

You can’t have reoccuring Sales Effectiveness . . .

Unless you first have Marketing, Sales Management, Sales Training and Product Management effectiveness! Which came first, the chicken or the egg? Well, when we think of Sales Effectiveness, we tend to think that Sales is the singular focus, but in reality, sales effectiveness can only come about if Marketing, Sales Management, Sales Training and Product Management have their ducks in a row and are also…

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May

13

2014
Bad Leads or Bad Lead Follow-up

Bad Leads or Bad Lead Follow-up

I don’t know about you, but I hear all the time how Marketing doesn’t produce good quality leads. I’ve even heard that Sales only follows up on about 15% of the leads that Marketing provides. Does that sound about right? OK, so our image to the left shows our old friends Sales and Marketing going at it again over this whole over worked argument about…

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Apr

30

2014

Talk about the Problem First, Not the Solution!

I happened to attend a round table discussion recently, that was put on by the Social Executive Council, hosted by Judy Mod, who is one of the Principals at Social Gastronomy. The discussion centered on today’s buying process, from the buyers’ perspective. The bottom line of the discussion was that the key to success for sales people and companies, trying to sell their products and…

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Mar

31

2014

Confusing Statistics about Sales Enablement

Jim Dickie and Barry Trailer of CSO Insights are, without a doubt, the best team of sales research analysts in the business. Every year they provide an analysis of their findings of over 1,200 organizations that they survey. Then, they post their findings for their subscribers to read.  In reading through this year’s latest statistics, one thing really caught my eye around their findings for…

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Mar

24

2014
Sales Coaches Need Coaching Too

Sales Coaches Need Coaching Too

A good friend of mine, Ms. Tamara Schenk, who is with Miller Heiman in Frankfurt, Germany, recently blogged about “Why Frontline Sales Managers Need Enablement”: http://blog.tamaraschenk.com/?p=1208.  In her blog Tamara mentions that “Many newly appointed frontline sales managers are thrown into the new role with little-to-no training or coaching.” She went on to write that “The resulting consequence is an onboarding time between one and…

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Mar

18

2014
Are you Helping or Hampering your Sales People?

Are you Helping or Hampering your Sales People?

If we look at the illustration presented here, you will notice that both rowers are rowing in the opposite direction. Since they both have their backs to each other, they can’t tell what the other rower is doing. All they know is that they both are rowing and thinking that they are helping to row the boat, but they don’t seem to be getting anywhere….

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Mar

11

2014
Building a Successful Sales Campaign

Building a Successful Sales Campaign

As many of you may know, I have been around the world of sales for over 45 years and I have had the opportunity to participate in a number of sales campaigns. Some of these campaigns were successful and many were not. So, I got to thinking about how organizations go about creating sales campaigns and I thought I would share some ideas of what…

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Mar

05

2014
The Blind Men, the Elephant, and Componentization of Content

The Blind Men, the Elephant, and Componentization of Content

I recently commented on a Sales Craft LinkedIn discussion in which Sharon Little with Appcelerator had the following discussion: Enablement and the Content Paradigm, and in her discussion she included an article that was written by Corey Sommers, VP of Business Development at WittyParrot. I was so impressed with what Corey wrote about that I contacted him and asked if I might use his article as…

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