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…
01
2013
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…
02
2013
Are you retaining your investment when sales people leave?
Training a successful sales person requires a significant investment in time, money and other company resources. While that investment will hopefully provide healthy long-term dividends in the form of increased sales and market share, have you ever thought about how much of that initial investment and accrued knowledge and experience walks out of the door every time you lose a sales person? While most well…
11
2012
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…
03
2012Why are there so many new positions for Sales Enablement Managers?
I started a discussion on the Sales Enablement Leader Exchange group in LinkedIn that asked the above question. I believe that this whole area of Sales Enablement is gaining recognition and interest as something that has evolved into a valuable asset. I would ike to share with you one of the comments that came from Len Ramsay who is a principal at Mindful Sales in…