18
2013
How Important is Sales Enablement to Your Organization?
What exactly is Sales Enablement anyway? Well, there are two really good definitions that I like to quote. The first definition is provided by the Forrester Group: “Sales Enablement is a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer’s problem-solving life…
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…
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…
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…
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
Why Sales throws Marketing under the bus (and how you can avoid the fatalities!)
Sales asks: How many marketers does it take to screw in a light bulb? Sales answers: 15 1 to ignore the request from sales for more light. 1 to develop a creative brief on why light is important. 7 to shoot the YouTube video on how to screw in a light bulb. 1 to evaluate the amount of light offered by competitors and draft a…
19
2012
The key factors driving sales effectiveness
According to a recent CSO Insights 2011 Sales Effectiveness Review, by Barry Trailer and Jim Dickie, the current top-three annual sales objectives are: Increase Revenues Capture New Accounts Increase Sales Effectiveness No big surprises with the first two. As far as I know, every VP of Sales in the world wants to increase revenues, primarily because if they don’t they won’t be in that position…