Blog


Sep

27

2012
The Cost of Not Investing in Sales Intelligence

The Cost of Not Investing in Sales Intelligence

It always amazes me that more organizations don’t recognize the cost of not investing in sales intelligence. I think I should start by defining what I mean by the phrase “sales intelligence”. Sales intelligence refers to any information, knowledge, or experiences that can be used to educate, enrich and enable the sales force to be more effective and productive. I believe that sales intelligence goes…

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Sep

17

2012
2012 CEO’s Focus on Top Line Growth through Sales Enablement

2012 CEO’s Focus on Top Line Growth through Sales Enablement

In the latest 2012 Executive Job Market Intelligence Report from ExecuNet, (July 2012), they reported that “CEO’s continue to wrestle with economic uncertainty while searching for ways to boost performance, retain top management talent and deliver results to shareholders. So, what exactly, is keeping chief executives incredibly busy by day and awake at night? Top line growth. The pursuit of new revenue streams, the development…

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Sep

10

2012
Selling Myths and Realities

Selling Myths and Realities

I attended one of the first Sales 2.0 conferences that Gerhard Gschwandtner of Selling Power Magazine held about ten years ago and had the pleasure of sitting with and meeting Michael Nick. Michael is the author of four great books on selling called: “Why Johnny Can’t Sell, ROI Selling, The Key to the C-Suite” and his new eBook, Why Johnny STILL can’t Sell. Michael also…

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Aug

30

2012
4 ways to turbo-charge your sales!

4 ways to turbo-charge your sales!

According to a CSO Insights Sales Performance Optimization Report, some 41 percent of sales people are failing to hit their sales quotas while overall revenue attainment dropped from 88.2 percent to 85.9 percent. If your company is experiencing difficulties in winning new business, here are a few ideas to transform your sales performance. Reduce new hire ramp-up time The CSO Insights Sales Performance Optimization Report also…

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Aug

24

2012

4 steps to fixing your sales and marketing disconnect

Every CEO or business owner is painfully aware of the disconnect that often exists between marketing and sales. But, surprisingly, awareness doesn’t always lead to action. Even though aligning the efforts of the sales and marketing teams can lead to 25 percent higher quota attainment and a 20 percent increase in win rate, some 80 percent of companies admit that they have no formal strategy…

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Aug

13

2012
Bridging the Sales & Marketing Disconnect is No Easy Task

Bridging the Sales & Marketing Disconnect is No Easy Task

I wanted to get back to this discussion because it impacts so many organizations. This isn’t a new problem, it is one that has existed for decades and there are no clear signs of remission despite many efforts to find a cure. One of the problems clearly is in how the two entities, Sales and Marketing, identify themselves and what they believe their mission is….

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Aug

03

2012
Let your sales people video their best customers and find out what they think!

Let your sales people video their best customers and find out what they think!

I had the pleasure of attending a presentation here in Atlanta called “Collaboration tools for remote training teams”, hosted by the Atlanta Chapter of the Technology-Based Learning group. The group is made up of people who are involved with corporate training and Robert Gadd was the presenter. Robert is President of OnPoint Digital which provides innovative e-learning solutions and rich-media content that is delivered to…

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Jul

27

2012
Why there is a Sales & Marketing Chiasm

Why there is a Sales & Marketing Chiasm

In my last blog post “Why Sales throws Marketing under the bus (and how you can avoid the fatalities)” it is clear that we struck a nerve that has a profound effect on a number of organizations. I got some great comments and feedback from a lot of you on your personal experiences in this area. So I wanted to delve a little deeper and…

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Jul

17

2012
Why Sales throws Marketing under the bus (and how you can avoid the fatalities!)

Why Sales throws Marketing under the bus (and how you can avoid the fatalities!)

Sales asks: How many marketers does it take to screw in a light bulb? Sales answers: 15 1 to ignore the request from sales for more light. 1 to develop a creative brief on why light is important. 7 to shoot the YouTube video on how to screw in a light bulb. 1 to evaluate the amount of light offered by competitors and draft a…

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Jul

10

2012
Are office politics, silos and turf wars killing your sales?

Are office politics, silos and turf wars killing your sales?

In his book Silos, Politics and Turf Wars, Patrick Lencioni writes, “Silos – and the turf wars they enable – devastate organizations. They waste resources, kill productivity and jeopardize the achievement of goals.” In my experience, these wars are often seen in the three departments that need to be working harmoniously together the most – sales, marketing and product development. For some reason, each department…

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