24
2013
Is your company message on target?
This week’s blog post was influenced by a couple of different resources and both came from two different LinkedIn discussions. The first came from a link that Michael Cannon provided from some research that his Silver Bullet Group did called “Customer Communication Effectiveness Index” (www.silverbulletgroup.com/research). The second came from a link in a discussion that I currently have running in the Sales / Marketing Executives…
02
2013
Great Things Happen When People Collaborate
I’m not sure whether you have noticed the number of discussions, articles, webinars and postings around the whole concept of collaborating. Obviously, there is a lot of value in being able to do just that and it comes out in a number of different ways. One of the ways that we see collaboration working a lot is through the creation of something. That something could…
17
2013
Time is Money
The old adage that “time is money” has never been more of an issue than it is today. Have you ever noticed how everyone wants things faster? I just heard that Samsung is going to introduce a new phone that is going to have 5G speeds. This is supposed to be 100 times faster than the 4G phones that are out there today. They said…
08
2013
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…
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…
25
2013
Whether You Think You Can, or You Think You Can’t, You’re RIGHT!
Isn’t it funny how some people are their own worst enemy? I was talking to a friend of mine the other day and he was telling me about this person he had spoken to who was out of work and looking for a sales position. The man had a good number of years of sales experience but was fast approaching 70, and a lot of…
17
2013Is your sales team focused on the right target market?
There have been some really good articles written and some great LinkedIn discussions around the whole area of sales enablement and what’s working and what isn’t. So, it got me to thinking about a problem with a lot of organizations, and it centers on whether or not they have a clearly defined target market for their sales team to go after. If you were to…
22
2013
It’s not about the Quantity of the Content you provide, it’s all about the QUALITY!
Is your organization drowning in content or collateral that your sales or marketing departments have created? If so, you’re not alone. I’ve spoken to numerous organizations who have confessed that they spend about as much time searching for the right content within their own organization as they do in front of a prospect selling! There are a couple of reasons for this. One reason is…
28
2013
Don’t Shoot the Messenger!
Or: Why Feedback Loops are Critical to Good Sales & Marketing Content. It is clear that one of the major issues facing sales and marketing organizations is they don’t know what is working and what isn’t, with regards to the quality and usefulness of the content that is created. Whether it is the marketing department, sales department, or sales training department, they often create…
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…