04
2012
5 reasons your company needs a Sales Knowledge Management Solution
Companies that provide easy access to sales-relevant knowledge within their organization are giving their salespeople both the tools and the opportunity to significantly outperform competitors who don’t have access to similar knowledge. A Sales Knowledge Management solution that allows salespeople to quickly and easily retrieve the exact just-in-time knowledge and content they need can drive the buying process forward, build deeper trust with prospects and…
27
2012
The Cost of Not Investing in Sales Intelligence
It always amazes me that more organizations don’t recognize the cost of not investing in sales intelligence. I think I should start by defining what I mean by the phrase “sales intelligence”. Sales intelligence refers to any information, knowledge, or experiences that can be used to educate, enrich and enable the sales force to be more effective and productive. I believe that sales intelligence goes…
17
2012
2012 CEO’s Focus on Top Line Growth through Sales Enablement
In the latest 2012 Executive Job Market Intelligence Report from ExecuNet, (July 2012), they reported that “CEO’s continue to wrestle with economic uncertainty while searching for ways to boost performance, retain top management talent and deliver results to shareholders. So, what exactly, is keeping chief executives incredibly busy by day and awake at night? Top line growth. The pursuit of new revenue streams, the development…
30
2012
4 ways to turbo-charge your sales!
According to a CSO Insights Sales Performance Optimization Report, some 41 percent of sales people are failing to hit their sales quotas while overall revenue attainment dropped from 88.2 percent to 85.9 percent. If your company is experiencing difficulties in winning new business, here are a few ideas to transform your sales performance. Reduce new hire ramp-up time The CSO Insights Sales Performance Optimization Report also…
24
20124 steps to fixing your sales and marketing disconnect
Every CEO or business owner is painfully aware of the disconnect that often exists between marketing and sales. But, surprisingly, awareness doesn’t always lead to action. Even though aligning the efforts of the sales and marketing teams can lead to 25 percent higher quota attainment and a 20 percent increase in win rate, some 80 percent of companies admit that they have no formal strategy…
03
2012
Let your sales people video their best customers and find out what they think!
I had the pleasure of attending a presentation here in Atlanta called “Collaboration tools for remote training teams”, hosted by the Atlanta Chapter of the Technology-Based Learning group. The group is made up of people who are involved with corporate training and Robert Gadd was the presenter. Robert is President of OnPoint Digital which provides innovative e-learning solutions and rich-media content that is delivered to…
15
2012
“Be Prepared” is not just a Boy Scout Motto, but also a rule by which all great salespeople live by!
Clearly one of the greatest challenges facing sales organizations today is making sure that their sales people are as prepared as they need to be to effectively win more business. We constantly hear reports from organizations like IDC, Aberdeen Group, Forrester Group, etc. that only 25% of prospects rate salespeople as being knowledgeable, effective, or prepared when they call upon them. 25% that means that…
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…
24
2012The Enlightenment of Sales Enablement
I had the good fortune to be invited to join four new LinkedIn Groups all around the area of Sales Enablement. In Brian Lamberts’ “Sales Enablement Leader Exchange” Group, Brian makes this statement: “What exactly is Sales Enablement? Sales enablement is the process of arming an organization’s sales force with access to the insight, experts, and information that will ultimately increase revenue. It is a…