16
2014
Do you use Sales Performance Management?
In his latest research for Aberdeen, Peter Ostrow has uncovered some interesting insights into some key problems around sales management and their attempt to deal with sales performance. Simply managing a sales team today has changed dramatically over the years and the old “carrot and stick” method no longer works like before. Today’s sales managers need to be more creative and use concepts like “Gamification”…
16
2013
Sales Enablement brings about Sales & Marketing Alignment
I just finished a great research brief “Sales Enablement: Fulfilling the Last Frontier of Marketing-Sales Alignment”, from Peter Ostrow and Trip Kucera of the Aberdeen Group. In it they make some excellent points around the value of having a Sales Enablement process to better align Marketing and Sales. The relationship between B2B marketing and sales teams is more than just about leads and lead management….
07
2013
Success is 90% Preparation, 10% Perspiration
We’ve all heard the adage “Success is 90% preparation and only 10% perspiration”. The great scientist Louis Pasteur once said, “Chance favors the prepared mind”. This is an area that I believe needs to be addressed more effectively by sales people and the organizations they work for today. So, let me start by asking: Are your sales people as prepared and effective as they need…
27
2013As Head of Marketing how do You Know What’s Working and What Isn’t?
There are so many research reports that have been done from reputable organizations like Gartner Group, Aberdeen, Foresters, IDC, etc., regarding how marketing content and collateral just isn’t working. You have to wonder how the head of Marketing knows what’s working and what isn’t for their organization? Here are some examples: “62% of buyers said that content is either not relevant or not useful.” (IDC,…
30
2012
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…
15
2012
“Be Prepared” is not just a Boy Scout Motto, but also a rule by which all great salespeople live by!
Clearly one of the greatest challenges facing sales organizations today is making sure that their sales people are as prepared as they need to be to effectively win more business. We constantly hear reports from organizations like IDC, Aberdeen Group, Forrester Group, etc. that only 25% of prospects rate salespeople as being knowledgeable, effective, or prepared when they call upon them. 25% that means that…