Blog


Feb

20

2014
How Great Organizations Work to Deliver VALUE!

How Great Organizations Work to Deliver VALUE!

Have you ever noticed that those companies and organizations that we consider as being great do things better and are much more effective and successful in the things that they do? Why is that? What is it that makes those organizations be that way? Well for one thing, I believe that those organizations which excel at being great have an awareness and understanding of not…

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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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Dec

09

2013

Do you have an “Effective” Sales Enablement Strategy?

There is a lot of talk today around Sales Enablement, but there is also a lot of confusion as to what it is. I mean the name alone pretty much explains what it is, but let’s take a look at how it is defined. “Sales enablement is a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a…

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Dec

03

2013

What do CEO’s really want from their Sales & Marketing teams?

Let’s face it, the bottom line for every CEO is increasing business, meeting their revenue goals and being more profitable! If their Sales and Marketing teams can meet those demands, then most CEO’s are happy with that. They really don’t care if their Sales and Marketing teams are aligned, because if they are on target, then they simply assume that they are aligned.  Again, they…

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Oct

28

2013
Sales Content Challenges #1

Sales Content Challenges #1

  This is the first article in a series on the value and challenges of producing the type of sales content that motivates customers to buy, drives cross selling and provides sales people with the type of content they need to be more effective and productive.  I want to thank my good friend, Stephen Diorio of Profitable Channels, for this summary that was taken from…

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Oct

16

2013
Sales Enablement brings about Sales & Marketing Alignment

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….

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Oct

02

2013
How do you deal with the “I’m too busy” excuse?

How do you deal with the “I’m too busy” excuse?

 Ever said or heard this:  Sorry, I’m just too busy to consider taking on anything else right now! I’ve resurrected this article that was posted in early 2012 because it is one of the most sought after articles that I have posted, so I hope you enjoy it again. I’m sure that we all have seen similar cartoons that do a great job of exposing…

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Sep

06

2013
Do You Have a Repeatable, Sustainable Profile for Success?

Do You Have a Repeatable, Sustainable Profile for Success?

I was having a discussion with a good friend of mine recently and we were talking about how most organizations don’t have a repeatable, sustainable profile for how they achieve success. What we were referring to was the need for organizations to be able to have a clear understanding of how they are successful in winning business. For many organizations, they can give you an…

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Aug

01

2013

Do you really know what’s working and what isn’t in your sales, marketing and product areas?

I had a very interesting and enlightening conversation today with a consultant who works for the company that developed my website. She asked me to tell her who my target audience was and who I was trying to reach. I explained to her that my target audiences were medium to large-sized organizations that were struggling with poor sales and marketing alignment, effectiveness and productivity. She…

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Jul

02

2013
Great Things Happen When People Collaborate

Great Things Happen When People Collaborate

I’m not sure whether you have noticed the number of discussions, articles, webinars and postings around the whole concept of collaborating. Obviously, there is a lot of value in being able to do just that and it comes out in a number of different ways. One of the ways that we see collaboration working a lot is through the creation of something. That something could…

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