28
2015
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…
04
2013Sales Content Challenges #2
This is the second article in our series about the value and challenges of producing the type of sales content that motivates customers to buy, drives cross-selling and provides salespeople with the type of content they need to be more productive and effective. I want to thank my friend Michael Cannon of the Silver Bullet Group (www.silverbulletgroup.com) for his research findings listed here: “Online technology…
26
2013
Keeping your Sales & Marketing teams Accountable
Where does accountability lie within your organization and how do you go about holding people accountable for their performance, or lack thereof? I know a lot of organizations have annual reviews that are conducted by HR or an immediate supervisor of how an individual is performing. Depending on the organization these can be very helpful and detailed or just fluff. It all depends on who…
01
2013Do 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…
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…
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…
04
2012
5 reasons your company needs a Sales Knowledge Management Solution
Companies that provide easy access to sales-relevant knowledge within their organization are giving their salespeople both the tools and the opportunity to significantly outperform competitors who don’t have access to similar knowledge. A Sales Knowledge Management solution that allows salespeople to quickly and easily retrieve the exact just-in-time knowledge and content they need can drive the buying process forward, build deeper trust with prospects and…
27
2012
Why there is a Sales & Marketing Chiasm
In my last blog post “Why Sales throws Marketing under the bus (and how you can avoid the fatalities)” it is clear that we struck a nerve that has a profound effect on a number of organizations. I got some great comments and feedback from a lot of you on your personal experiences in this area. So I wanted to delve a little deeper and…
03
2012Are you keeping up with your content?
I was thinking recently about the number of challenges a company’s marketing department faces each and every day. In addition to such expected tasks as branding, advertising, lead generation and the creation of a firm’s marketing collateral, many marketers now also are charged with social media strategy and content development. The world has changed dramatically in the past five years. Consumers expect good quality and…