20
2013
Top 10 Reasons Why Your Marketing Team is Failing You and How To Fix Them
My good friend Michael Cannon, who is the CEO of the Silver Bullet Group (www.silverbulletgroup.com), is clearly one of the top people in the industry that I believe consistently has the inside track on what Marketing organizations can do to be more effective. With his permission, I am presenting his article and hope that you, too, will become a follower of Michael and the Silver Bullet…
05
2013
Does your organization have a “Sales Culture”?
I had a discussion recently with one of the top business coaches in the country, Brian Cork (www.brianthebusinesscoach.com), and we were talking about selling to companies that have a sales culture. That got me to thinking about that term “Sales Culture” and what it meant. So, I Googled it and what I found was mostly blogs and promotions for sales training to help organizations implement…
01
2013
The number one reason why most sales calls fail (and what you can do to avoid it!)
Believe it or not, a surprising number of sales professionals still rely purely on luck and good social skills when attempting to sell at an executive level. Unfortunately, good fortune and a winning personality, while certainly helpful, are not proven strategies for delivering consistently successful results. In fact, when some 10,000 C-suite executives were asked in a recent survey to reveal their major hesitation in…
22
2013
It’s not about the Quantity of the Content you provide, it’s all about the QUALITY!
Is your organization drowning in content or collateral that your sales or marketing departments have created? If so, you’re not alone. I’ve spoken to numerous organizations who have confessed that they spend about as much time searching for the right content within their own organization as they do in front of a prospect selling! There are a couple of reasons for this. One reason is…
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,…
28
2013
Don’t Shoot the Messenger!
Or: Why Feedback Loops are Critical to Good Sales & Marketing Content. It is clear that one of the major issues facing sales and marketing organizations is they don’t know what is working and what isn’t, with regards to the quality and usefulness of the content that is created. Whether it is the marketing department, sales department, or sales training department, they often create…
11
2013Register to Win CollaboRate Free and Jump Start your Sales & Marketing for 2013!
A Special 2013 Promotion from Compendian® If you are serious about jump starting 2013 and getting your Sales and Marketing teams better aligned, then you don’t want to miss this opportunity to win a free version of CollaboRate™ for your organization. Compendian® Inc. is offering their fantastic cloud-based, sales enablement and marketing effectiveness solution, CollaboRate™, free to the first ten (10) organizations that register and…
17
2012
2012 CEO’s Focus on Top Line Growth through Sales Enablement
In the latest 2012 Executive Job Market Intelligence Report from ExecuNet, (July 2012), they reported that “CEO’s continue to wrestle with economic uncertainty while searching for ways to boost performance, retain top management talent and deliver results to shareholders. So, what exactly, is keeping chief executives incredibly busy by day and awake at night? Top line growth. The pursuit of new revenue streams, the development…
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…
24
20124 steps to fixing your sales and marketing disconnect
Every CEO or business owner is painfully aware of the disconnect that often exists between marketing and sales. But, surprisingly, awareness doesn’t always lead to action. Even though aligning the efforts of the sales and marketing teams can lead to 25 percent higher quota attainment and a 20 percent increase in win rate, some 80 percent of companies admit that they have no formal strategy…