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…
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…
20
2014
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…
07
2014
Are you taking advantage of the Tribal Knowledge within your organization and capitalizing on it?
It is always interesting to me that companies are constantly looking outside of their organizations for the panacea to solve whatever problem they have, instead of looking inward and taking advantage of what they already know. Specifically, in sales organizations there is a ton of experience and “tribal knowledge” that exists around: who your best target market and prospects are, what is the best way…
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…
20
2012
Which is more Important, Sales Effectiveness or Sales Efficiency?
Make no mistake about it, LinkedIn discussions often times provide some great insights and information. Take the discussion that Alex Gammelgard recently posted in the Sales Enablement Gurus group, around sales effectiveness versus sales efficiency. Her article is based around the Gartner Group article on “How to Analyze Your Sales Processes on Efficiency Versus Effectiveness, August 15, 2012.” I would like to quote some excerpts…
27
2012
Why there is a Sales & Marketing Chiasm
In my last blog post “Why Sales throws Marketing under the bus (and how you can avoid the fatalities)” it is clear that we struck a nerve that has a profound effect on a number of organizations. I got some great comments and feedback from a lot of you on your personal experiences in this area. So I wanted to delve a little deeper and…
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…