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
The Cost of Not Investing in Sales Intelligence
It always amazes me that more organizations don’t recognize the cost of not investing in sales intelligence. I think I should start by defining what I mean by the phrase “sales intelligence”. Sales intelligence refers to any information, knowledge, or experiences that can be used to educate, enrich and enable the sales force to be more effective and productive. I believe that sales intelligence goes…
10
2012
Selling Myths and Realities
I attended one of the first Sales 2.0 conferences that Gerhard Gschwandtner of Selling Power Magazine held about ten years ago and had the pleasure of sitting with and meeting Michael Nick. Michael is the author of four great books on selling called: “Why Johnny Can’t Sell, ROI Selling, The Key to the C-Suite” and his new eBook, Why Johnny STILL can’t Sell. Michael also…
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…
03
2012
Let your sales people video their best customers and find out what they think!
I had the pleasure of attending a presentation here in Atlanta called “Collaboration tools for remote training teams”, hosted by the Atlanta Chapter of the Technology-Based Learning group. The group is made up of people who are involved with corporate training and Robert Gadd was the presenter. Robert is President of OnPoint Digital which provides innovative e-learning solutions and rich-media content that is delivered to…
07
2012Which sales performance technology REALLY delivers?
The challenge for many companies today is to provide tools that will improve sales performance that salespeople will actually use. During the past decade, we have witnessed the launch of many sales force automation (SFA) and customer relationship management (CRM) applications and technologies that have promised to more efficiently enable sales and help close business. However, several years on, the performance benefits promised by such…