13
2015
Corporate Knowledge is a Corporate Asset
There are three types of knowledge that I want to address is this article: Tacit, Tribal and Corporate Knowledge. Allow me to provide “my” definition of each. Tacit knowledge is the knowledge that someone has learned about something but isn’t shared or documented. It is often the knowledge they have about a business process that isn’t identified within an operators or process manual that makes…
16
2013
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….
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…
11
2013Register 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…
08
2012
Why your sales people need knowledge NOT information
Salespeople are inundated with information. The problem is that they will very often waste a tremendous amount of time sifting through masses of content to find exactly what they need. Clearly, that is a very inefficient process. What salespeople really need and want is just-in-time sales knowledge that is specific to their company, customers, competitors and products. Information alone simply isn’t nearly as valuable as…
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…
11
2012The Top-20 challenges salespeople face
Sales directors and managers spend much of their time thinking about what types of advice, tools and support they can give to their teams in order to improve productivity and performance. That got me thinking. To provide the most effective support for salespeople, you first need a detailed understanding of what challenges, problems and issues they face on a regular basis. So I made a…