Blog


Apr

28

2015
Just-In-Time Sales & Marketing Resources

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…

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Dec

04

2014

Sirius 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…

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Jun

04

2014

Sales 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…

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Apr

30

2014

Talk 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…

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Mar

31

2014

Confusing 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…

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Mar

05

2014
The Blind Men, the Elephant, and Componentization of Content

The Blind Men, the Elephant, and Componentization of Content

I recently commented on a Sales Craft LinkedIn discussion in which Sharon Little with Appcelerator had the following discussion: Enablement and the Content Paradigm, and in her discussion she included an article that was written by Corey Sommers, VP of Business Development at WittyParrot. I was so impressed with what Corey wrote about that I contacted him and asked if I might use his article as…

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Feb

20

2014
How Great Organizations Work to Deliver VALUE!

How Great Organizations Work to Deliver VALUE!

Have you ever noticed that those companies and organizations that we consider as being great do things better and are much more effective and successful in the things that they do? Why is that? What is it that makes those organizations be that way? Well for one thing, I believe that those organizations which excel at being great have an awareness and understanding of not…

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Jan

16

2014
Do you use Sales Performance Management?

Do you use Sales Performance Management?

In his latest research for Aberdeen, Peter Ostrow has uncovered some interesting insights into some key problems around sales management and their attempt to deal with sales performance. Simply managing a sales team today has changed dramatically over the years and the old “carrot and stick” method no longer works like before. Today’s sales managers need to be more creative and use concepts like “Gamification”…

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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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