Blog


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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May

30

2013
How to reduce ramp-up time for new sales hires

How to reduce ramp-up time for new sales hires

        In a recent survey conducted by CSO Insights, some 70 % of companies claimed that the ramp-up time for new sales staff ranged from seven months to more than one year. This alarming statistic raises several interesting and important issues: Even though many companies claim to hire only experienced salespeople who can hit the street running, current research and data prove otherwise….

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May

17

2013
Time is Money

Time is Money

The old adage that “time is money” has never been more of an issue than it is today. Have you ever noticed how everyone wants things faster? I just heard that Samsung is going to introduce a new phone that is going to have 5G speeds. This is supposed to be 100 times faster than the 4G phones that are out there today. They said…

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May

08

2013
Don’t Talk About Products, Instead Talk About Solutions!

Don’t Talk About Products, Instead Talk About Solutions!

In thinking about creating my latest blog, one of the things that came to mind was a credo that I actually have posted on my wall above my desk. The credo that I created goes like this:  Think the way your Customer Thinks  Look at yourself through your Customers’ Eyes  Listen to yourself through your Customers’ Ears Speak in terms of what Matters to Them…

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May

01

2013
The number one reason why most sales calls fail (and what you can do to avoid it!)

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…

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Apr

17

2013

Is your sales team focused on the right target market?

There have been some really good articles written and some great LinkedIn discussions around the whole area of sales enablement and what’s working and what isn’t. So, it got me to thinking about a problem with a lot of organizations, and it centers on whether or not they have a clearly defined target market for their sales team to go after. If you were to…

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Jan

11

2013

Register 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…

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Nov

20

2012
Which is more Important, Sales Effectiveness or Sales Efficiency?

Which is more Important, Sales Effectiveness or Sales Efficiency?

Make no mistake about it, LinkedIn discussions often times provide some great insights and information. Take the discussion that Alex Gammelgard recently posted in the Sales Enablement Gurus group, around sales effectiveness versus sales efficiency. Her article is based around the Gartner Group article on “How to Analyze Your Sales Processes on Efficiency Versus Effectiveness, August 15, 2012.” I would like to quote some excerpts…

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Oct

23

2012

When Business Applications, like CRM’s Fail to Deliver Full Value

In an economy that is as rough and tough as this one is, organizations need to make sure that every dollar they spend for business applications has an ROI around it. In a recent article posted by ebiz, Hollis Tibbetts wrote that “Business applications (like Salesforce.com) are failing to achieve full value”. Click on the link below to read the complete article. http://www.ebizq.net/blogs/integrationedge/2012/03/business-applications-like-salesforcecom-failing-to-achieve-full-value.php In short,…

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Oct

11

2012
How do you treat your company’s intellectual capital?

How do you treat your company’s intellectual capital?

The BusinessDirectory.com definition of intellectual capital is a “collective knowledge of the individuals in an organization or society.” It includes customer capital, human capital, intellectual property and structural capital. Although largely intangible and very often difficult to measure, intellectual capital is now widely regarded as a true capital expense for a company. The reason for this is because the investment in and replacement of employees…

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