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…
04
2014Sirius Decisions Interview – From Pitching Products to Selling Value
I discovered this article from a discussion thread on LinkedIn, hosted by Tom Pisello: the roi guy and chairman and founder of Alinean (www.alinean.com) and was so impressed with the quality and relevance of this content that I wanted to re-blog it. So my readers, I hope that you get as much out of this as I did. Recently we had the pleasure of…
01
2014Are Your Prospects Deaf, Dumb & Blind to Their Own Problems?
I find it very interesting that there are a lot of people out there who appear to be deaf, dumb and blind to the problems that exist within their own organization. It’s either that or they simply don’t want to hear, see, or talk about them, or admit that they actually have them. When you encounter a prospect like this, it makes you wonder if…
09
2014
We Have Met the Enemy and He is Us!
I was fortunate enough to have grown up with some great cartoon strips and along with Charles Schultz’s Peanuts, the little opossum Pogo, often provided us some insights into our own lives. I personally have used this quote many times to reflect on different situations in my life, causing me to take a deeper look in the mirror and take an honest look at myself….
15
2014
Can’t find what you’re looking for?
Have you ever gotten so frustrated that you just wanted to pull your hair out because you couldn’t find what you needed and you knew it was there somewhere? Well you’re not alone. One of the most frustrating things that plague sales people today is finding what they need, when they need it to help them do their job. According to a study by Qvidian®,…
20
2014
What is Your Time Worth?
We all understand that time is money, right? Well, just how much money is it worth to you and your organization? I have been amazed with the number of recent surveys and reports that have come out with how much time is wasted in the area of people searching for things they need to do their job. Now I’m not talking about the amount of…
04
2014Sales Effectiveness or Sales Enablement?
I started a discussion on LinkedIn last week titled “Sales Effectiveness needs help from all departments” and in it I got an interesting response from Traci Curran, who is the Strategic B2B Marketing Director at Revergy, Inc. Traci made an interesting comment to the discussion, “@chuck, on tools like CollaboRate…these solve content problems (pre sales and post-sale). Content is top of the funnel stuff…which I…
28
2014You can’t have reoccuring Sales Effectiveness . . .
Unless you first have Marketing, Sales Management, Sales Training and Product Management effectiveness! Which came first, the chicken or the egg? Well, when we think of Sales Effectiveness, we tend to think that Sales is the singular focus, but in reality, sales effectiveness can only come about if Marketing, Sales Management, Sales Training and Product Management have their ducks in a row and are also…
30
2014Talk about the Problem First, Not the Solution!
I happened to attend a round table discussion recently, that was put on by the Social Executive Council, hosted by Judy Mod, who is one of the Principals at Social Gastronomy. The discussion centered on today’s buying process, from the buyers’ perspective. The bottom line of the discussion was that the key to success for sales people and companies, trying to sell their products and…
31
2014Confusing Statistics about Sales Enablement
Jim Dickie and Barry Trailer of CSO Insights are, without a doubt, the best team of sales research analysts in the business. Every year they provide an analysis of their findings of over 1,200 organizations that they survey. Then, they post their findings for their subscribers to read. In reading through this year’s latest statistics, one thing really caught my eye around their findings for…