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…
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…
19
2012
The key factors driving sales effectiveness
According to a recent CSO Insights 2011 Sales Effectiveness Review, by Barry Trailer and Jim Dickie, the current top-three annual sales objectives are: Increase Revenues Capture New Accounts Increase Sales Effectiveness No big surprises with the first two. As far as I know, every VP of Sales in the world wants to increase revenues, primarily because if they don’t they won’t be in that position…