23
2015What is the cost of doing nothing?
According to the Human Potential Project, “There is an insidious and silent killer of productivity and profitability that is affecting your P&L every year. For some this will be measured in millions, for others in billions.” What they were referring to is the high cost of maintaining their status quo and doing nothing. This dilemma isn’t new; it’s been around since the beginning of time….
11
2015Are you using Predictive Analytics?
Although I was aware that the idea and use of predictive analytics has been around for a while, I never really thought much about it. I guess I simply thought of it as something analysts used to calculate risk at a very high level within an organization. Boy, was I sheltered! A really good friend of mine and thought leader in industry today, Judy Mod,…
06
2015Risk Assessment – Are You Doing It?
There are many forms of risk facing every facet of your business today. Most people consider the risks that are presented through manufacturing or construction, and those clearly present the most physical forms of risk. One might also consider financial risk, which is also an important risk to assess when companies think of investing in a new venture, plant, equipment, etc. According to this week’s…
05
2015What if you took a Small Bite out of Big Data?
According to Wikipedia: “Big Data is an all-encompassing term for any collection of data sets so large and complex that it becomes difficult to process them using traditional data processing applications. The challenges include analysis, curation, search, sharing, storage, transfer, visualization and privacy violations.” They go on to say: “the world’s technological per-capita capacity to store information has roughly doubled every 40 months since the…
18
2014Why Do So Many New Product Launches Fail?
The average percentage of new product failures is quite staggering. Those percentages run as high as 97% of product ideas that never successfully enter the market! The biggest shortcoming in new product introductions is the people who developed the new product did not fully understand their target market, the problem they were trying to solve for their customers and what value they would deliver. Fewer…
11
2014Which Are You Leading With, Problems or Solutions?
If I were to go to your website right now, what would I see? Would you be talking about your company and how great you are and what wonderful products and solutions you provide? If I did, then today you are clearly in the majority of websites out there. OK, if I had a call from one of your sales people, would they start by…
15
2014Can’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®,…
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…
01
2014Sales Blunder #1: Selling Features Not Value
Barbara Giamanco, with Social Centered Selling ( http://scs-connect.com/), has been a person that I have admired for her work with some of the country’s top organizations. Barbara is a talented Advisor, Author and Speaker and a person that I am glad to personally know. When I read her latest post, I asked for her permission to re-post this insightful article and she generously gave me it….
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…