Category Archives: Sales Effectiveness


Apr

28

2015
Just-In-Time Sales & Marketing Resources

Just-In-Time Sales & Marketing Resources

Most of us will relate to the term “Just In Time” to Supply Chain Management of resources and goods for manufacturing. The concept is designed to eliminate companies ordering and storing all of the items they need in inventory in order to reduce the cost of warehouse space and reduce overhead. So they work with their suppliers to provide the items they need just when…

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Oct

09

2014
We Have Met the Enemy and He is Us!

We Have Met the Enemy and He is Us!

I was fortunate enough to have grown up with some great cartoon strips and along with Charles Schultz’s Peanuts, the little opossum Pogo, often provided us some insights into our own lives. I personally have used this quote many times to reflect on different situations in my life, causing me to take a deeper look in the mirror and take an honest look at myself….

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Sep

15

2014
Can’t find what you’re looking for?

Can’t find what you’re looking for?

Have you ever gotten so frustrated that you just wanted to pull your hair out because you couldn’t find what you needed and you knew it was there somewhere? Well you’re not alone. One of the most frustrating things that plague sales people today is finding what they need, when they need it to help them do their job. According to a study by Qvidian®,…

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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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Jul

21

2014

Making a difference!

Make no mistake about it; sales people make a difference! Often times though, they need mentors in their lives to help them understand how they make a difference and why that’s important to them and the people they sell to. Notice, that I used the word “mentor” as opposed to Manager or coach, because here is how the dictionary defines the word “mentor”: 1.a wise…

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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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Jun

04

2014

Sales Effectiveness or Sales Enablement?

 I started a discussion on LinkedIn last week titled “Sales Effectiveness needs help from all departments” and in it I got an interesting response from Traci Curran, who is the Strategic B2B Marketing Director at Revergy, Inc. Traci made an interesting comment to the discussion, “@chuck, on tools like CollaboRate…these solve content problems (pre sales and post-sale). Content is top of the funnel stuff…which I…

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May

28

2014

You can’t have reoccuring Sales Effectiveness . . .

Unless you first have Marketing, Sales Management, Sales Training and Product Management effectiveness! Which came first, the chicken or the egg? Well, when we think of Sales Effectiveness, we tend to think that Sales is the singular focus, but in reality, sales effectiveness can only come about if Marketing, Sales Management, Sales Training and Product Management have their ducks in a row and are also…

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Mar

31

2014

Confusing Statistics about Sales Enablement

Jim Dickie and Barry Trailer of CSO Insights are, without a doubt, the best team of sales research analysts in the business. Every year they provide an analysis of their findings of over 1,200 organizations that they survey. Then, they post their findings for their subscribers to read.  In reading through this year’s latest statistics, one thing really caught my eye around their findings for…

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