Blog


Mar

09

2015
Can you fill the Knowledge Gap when you have Unexpected Vacancies?

Can you fill the Knowledge Gap when you have Unexpected Vacancies?

What happens when you have an employee that has mission-critical knowledge and all of a sudden they are unexpectedly gone? It’s the unexpected part that always catches us by surprise, isn’t it? I mean who plans to get sick, injured, have a family emergency, be in an accident, or even die? But it happens every day in our business lives. So, can you fill the…

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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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Feb

04

2014
How a business suffers when sales and marketing aren’t on the same page

How a business suffers when sales and marketing aren’t on the same page

In today’s challenging and competitive economy, it is more important than ever that a company’s sales and marketing efforts are productive, effective and efficient. Unfortunately, millions of dollars in business opportunities are lost or squandered every single day when these two seemingly close-linked departments get it wrong. Here are a few examples: Business opportunities are lost when the Sales Department… Doesn’t have access to the…

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Dec

09

2013

Do you have an “Effective” Sales Enablement Strategy?

There is a lot of talk today around Sales Enablement, but there is also a lot of confusion as to what it is. I mean the name alone pretty much explains what it is, but let’s take a look at how it is defined. “Sales enablement is a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a…

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Oct

16

2013
Sales Enablement brings about Sales & Marketing Alignment

Sales Enablement brings about Sales & Marketing Alignment

I just finished a great research brief “Sales Enablement: Fulfilling the Last Frontier of Marketing-Sales Alignment”, from Peter Ostrow and Trip Kucera of the Aberdeen Group. In it they make some excellent points around the value of having a Sales Enablement process to better align Marketing and Sales. The relationship between B2B marketing and sales teams is more than just about leads and lead management….

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Aug

07

2013
Success is 90% Preparation, 10% Perspiration

Success is 90% Preparation, 10% Perspiration

We’ve all heard the adage “Success is 90% preparation and only 10% perspiration”. The great scientist Louis Pasteur once said, “Chance favors the prepared mind”.  This is an area that I believe needs to be addressed more effectively by sales people and the organizations they work for today. So, let me start by asking: Are your sales people as prepared and effective as they need…

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Jul

18

2013
How Important is Sales Enablement to Your Organization?

How Important is Sales Enablement to Your Organization?

 What exactly is Sales Enablement anyway? Well, there are two really good definitions that I like to quote. The first definition is provided by the Forrester Group: “Sales Enablement is a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer’s problem-solving life…

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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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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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