20
2014
How Great Organizations Work to Deliver VALUE!
Have you ever noticed that those companies and organizations that we consider as being great do things better and are much more effective and successful in the things that they do? Why is that? What is it that makes those organizations be that way? Well for one thing, I believe that those organizations which excel at being great have an awareness and understanding of not…
04
2014
How a business suffers when sales and marketing aren’t on the same page
In today’s challenging and competitive economy, it is more important than ever that a company’s sales and marketing efforts are productive, effective and efficient. Unfortunately, millions of dollars in business opportunities are lost or squandered every single day when these two seemingly close-linked departments get it wrong. Here are a few examples: Business opportunities are lost when the Sales Department… Doesn’t have access to the…
16
2014
Do you use Sales Performance Management?
In his latest research for Aberdeen, Peter Ostrow has uncovered some interesting insights into some key problems around sales management and their attempt to deal with sales performance. Simply managing a sales team today has changed dramatically over the years and the old “carrot and stick” method no longer works like before. Today’s sales managers need to be more creative and use concepts like “Gamification”…
07
2014
Are you taking advantage of the Tribal Knowledge within your organization and capitalizing on it?
It is always interesting to me that companies are constantly looking outside of their organizations for the panacea to solve whatever problem they have, instead of looking inward and taking advantage of what they already know. Specifically, in sales organizations there is a ton of experience and “tribal knowledge” that exists around: who your best target market and prospects are, what is the best way…
09
2013Do you have an “Effective” Sales Enablement Strategy?
There is a lot of talk today around Sales Enablement, but there is also a lot of confusion as to what it is. I mean the name alone pretty much explains what it is, but let’s take a look at how it is defined. “Sales enablement is a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a…
03
2013What do CEO’s really want from their Sales & Marketing teams?
Let’s face it, the bottom line for every CEO is increasing business, meeting their revenue goals and being more profitable! If their Sales and Marketing teams can meet those demands, then most CEO’s are happy with that. They really don’t care if their Sales and Marketing teams are aligned, because if they are on target, then they simply assume that they are aligned. Again, they…
12
2013
Sales Content Challenges #3
This is the third article in this series about Sales Content Challenges, and for this article I would like to revisit my good friend Michael Cannon of the Silver Bullet Group (http://www.silverbulletgroup.com) and offer some outtakes from his Blog posting of 9/25/2013 “What is the cost of ineffective customer communications?” In this article Michael states: “Proof that most of your customer communications (marketing content and…
04
2013Sales Content Challenges #2
This is the second article in our series about the value and challenges of producing the type of sales content that motivates customers to buy, drives cross-selling and provides salespeople with the type of content they need to be more productive and effective. I want to thank my friend Michael Cannon of the Silver Bullet Group (www.silverbulletgroup.com) for his research findings listed here: “Online technology…
28
2013
Sales Content Challenges #1
This is the first article in a series on the value and challenges of producing the type of sales content that motivates customers to buy, drives cross selling and provides sales people with the type of content they need to be more effective and productive. I want to thank my good friend, Stephen Diorio of Profitable Channels, for this summary that was taken from…
23
2013
Death of a Salesman????
No, this isn’t an article about Arthur Miller’s Pulitzer Prize winning play about Willy Loman. Instead, I want to put to bed that the need for sales people has diminished recently due to the paradigm shift in the sophistication of buyers. Granted, the Internet has allowed buyers to search for what they need long before they engage with a sales person. But, that takes into…