Category Archives: Marketing Challenges


Jun

01

2015
Bridging the Gap between Your Sales Message and Your Buyer

Bridging the Gap between Your Sales Message and Your Buyer

Probably one of the most frustrating issues facing sales people today is being able to deliver a compelling sales message that reaches the right audience with the right message. Oftentimes sales people are presented with the “Corporate Sales Message” that was created by someone in the Marketing Department, and chances are the person who created that message never had a real one-to-one conversation with a…

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Mar

04

2015
The Problem When Knowledge Isn’t Shared

The Problem When Knowledge Isn’t Shared

Has this ever happened in your organization where you discover that because departments don’t capture and share their knowledge, they do the same process completely different? What was the outcome? Which group followed corporate or operational guidelines? Who didn’t? Was there an inherent flaw on the way one group performed over the other? Why in the world would one group have one process or protocol…

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Dec

22

2014
Do You Provide a One-Size-Fits-All Approach?

Do You Provide a One-Size-Fits-All Approach?

Have you ever noticed that some organizations appear to have a one-size-fits-all approach to their: Customer’s Problems, Sales Campaigns, Marketing Campaigns and Collateral and Product Development? Why is that? Well, I believe that it is due to the lack of understanding of what their customers need. I believe that there is a lack of alignment between those sales, marketing and product development departments and their…

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Aug

20

2014
What is Your Time Worth?

What is Your Time Worth?

 We all understand that time is money, right? Well, just how much money is it worth to you and your organization? I have been amazed with the number of recent surveys and reports that have come out with how much time is wasted in the area of people searching for things they need to do their job. Now I’m not talking about the amount of…

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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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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

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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Feb

04

2014
How a business suffers when sales and marketing aren’t on the same page

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…

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Nov

12

2013
Sales Content Challenges #3

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…

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