04
2015The 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…
22
2014Do 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…
20
2014What 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…
18
2014It’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…
13
2014Bad 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…
30
2014Talk 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…
05
2014The 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…
04
2014How 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…
12
2013Sales 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…