Blog


Apr

28

2015
Just-In-Time Sales & Marketing Resources

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…

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Jan

27

2015
What Is It Costing You When Your People Can’t Get What They Need, Right When They Need It?

What Is It Costing You When Your People Can’t Get What They Need, Right When They Need It?

We all know that “Time is Money” right? Well, how much money do you think your company is wasting when your employees can’t find what they need to do their job, right when they need it? Go ahead, take a guess. There are a number of research papers out there that have said the average employee spends upwards of 8 hours per week searching for…

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Jan

05

2015
What if you took a Small Bite out of Big Data?

What 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…

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Sep

15

2014
Can’t find what you’re looking for?

Can’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®,…

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Jun

18

2014
It’s about the Quality, not the Quantity!

It’s about the Quality, not the Quantity!

Is it fair to say that we are drowning in data, information and documents? According to SanDisk, the volume of business data in the world doubles every 1.2 years! Content is easier than ever to produce, but the random scattering of content across legacy files and folders has created a veritable digital landfill! There are numerous reports that validate the fact that the average business…

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Mar

05

2014
The Blind Men, the Elephant, and Componentization of Content

The Blind Men, the Elephant, and Componentization of Content

I recently commented on a Sales Craft LinkedIn discussion in which Sharon Little with Appcelerator had the following discussion: Enablement and the Content Paradigm, and in her discussion she included an article that was written by Corey Sommers, VP of Business Development at WittyParrot. I was so impressed with what Corey wrote about that I contacted him and asked if I might use his article as…

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Nov

12

2013
Sales Content Challenges #3

Sales Content Challenges #3

This is the third article in this series about Sales Content Challenges, and for this article I would like to revisit my good friend Michael Cannon of the Silver Bullet Group (http://www.silverbulletgroup.com) and offer some outtakes from his Blog posting of 9/25/2013 “What is the cost of ineffective customer communications?” In this article Michael states: “Proof that most of your customer communications (marketing content and…

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Nov

04

2013

Sales 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…

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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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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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