Blog


Feb

27

2013

As Head of Marketing how do You Know What’s Working and What Isn’t?

 There are so many research reports that have been done from reputable organizations like Gartner Group, Aberdeen, Foresters, IDC, etc., regarding how marketing content and collateral just isn’t working. You have to wonder how the head of Marketing knows what’s working and what isn’t for their organization? Here are some examples: “62% of buyers said that content is either not relevant or not useful.” (IDC,…

Read More


Jan

28

2013
Don’t Shoot the Messenger!

Don’t Shoot the Messenger!

Or: Why Feedback Loops are Critical to Good Sales & Marketing Content.   It is clear that one of the major issues facing sales and marketing organizations is they don’t know what is working and what isn’t, with regards to the quality and usefulness of the content that is created. Whether it is the marketing department, sales department, or sales training department, they often create…

Read More


Jan

11

2013

Register to Win CollaboRate Free and Jump Start your Sales & Marketing for 2013!

A Special 2013 Promotion from Compendian®   If you are serious about jump starting 2013 and getting your Sales and Marketing teams better aligned, then you don’t want to miss this opportunity to win a free version of CollaboRate™ for your organization.  Compendian® Inc. is offering their fantastic cloud-based, sales enablement and marketing effectiveness solution, CollaboRate™, free to the first ten (10) organizations that register and…

Read More


Dec

20

2012
Holiday Wishes to All

Holiday Wishes to All

I just wanted to take this time and opportunity to wish all of you a very Merry Christmas, Happy Hanukah, and Happy New Year. Oh, by the way if this should happen to be the last day on earth, I wish all of you a wonderful afterlife. As I reflect on this past year, I have reached a number of milestones in my life. One…

Read More


Dec

14

2012
Excuses why now isn’t a good time to sell

Excuses why now isn’t a good time to sell

First, allow me to apologize for the time lapse since my last post, I don’t want to bore you with excuses, it’s simply a matter of time and priorities. I recently joined the Sales Management Association that is headquartered here in Atlanta. I attended my first user group meeting last week and I had the opportunity to meet some really great people and am so…

Read More


Nov

20

2012
Which is more Important, Sales Effectiveness or Sales Efficiency?

Which is more Important, Sales Effectiveness or Sales Efficiency?

Make no mistake about it, LinkedIn discussions often times provide some great insights and information. Take the discussion that Alex Gammelgard recently posted in the Sales Enablement Gurus group, around sales effectiveness versus sales efficiency. Her article is based around the Gartner Group article on “How to Analyze Your Sales Processes on Efficiency Versus Effectiveness, August 15, 2012.” I would like to quote some excerpts…

Read More


Nov

08

2012
Why your sales people need knowledge NOT information

Why your sales people need knowledge NOT information

Salespeople are inundated with information. The problem is that they will very often waste a tremendous amount of time sifting through masses of content to find exactly what they need. Clearly, that is a very inefficient process. What salespeople really need and want is just-in-time sales knowledge that is specific to their company, customers, competitors and products. Information alone simply isn’t nearly as valuable as…

Read More


Oct

23

2012

When Business Applications, like CRM’s Fail to Deliver Full Value

In an economy that is as rough and tough as this one is, organizations need to make sure that every dollar they spend for business applications has an ROI around it. In a recent article posted by ebiz, Hollis Tibbetts wrote that “Business applications (like Salesforce.com) are failing to achieve full value”. Click on the link below to read the complete article. http://www.ebizq.net/blogs/integrationedge/2012/03/business-applications-like-salesforcecom-failing-to-achieve-full-value.php In short,…

Read More


Oct

11

2012
How do you treat your company’s intellectual capital?

How do you treat your company’s intellectual capital?

The BusinessDirectory.com definition of intellectual capital is a “collective knowledge of the individuals in an organization or society.” It includes customer capital, human capital, intellectual property and structural capital. Although largely intangible and very often difficult to measure, intellectual capital is now widely regarded as a true capital expense for a company. The reason for this is because the investment in and replacement of employees…

Read More


Oct

04

2012
5 reasons your company needs a Sales Knowledge Management Solution

5 reasons your company needs a Sales Knowledge Management Solution

Companies that provide easy access to sales-relevant knowledge within their organization are giving their salespeople both the tools and the opportunity to significantly outperform competitors who don’t have access to similar knowledge. A Sales Knowledge Management solution that allows salespeople to quickly and easily retrieve the exact just-in-time knowledge and content they need can drive the buying process forward, build deeper trust with prospects and…

Read More



Page 8 of 10« First...678910