01
2014Are Your Prospects Deaf, Dumb & Blind to Their Own Problems?
I find it very interesting that there are a lot of people out there who appear to be deaf, dumb and blind to the problems that exist within their own organization. It’s either that or they simply don’t want to hear, see, or talk about them, or admit that they actually have them. When you encounter a prospect like this, it makes you wonder if…
04
2014
What Value Do You Place On Your Tribal Knowledge & Experiences?
Today we live in the information age where a few simple mouse clicks and keyboard taps will deliver information, but what good is that information when you don’t know how to use it or it doesn’t possess prior working knowledge. Companies turn over their workforce without giving much thought as to what tribal knowledge they are losing each time they lose an employee for whatever…
21
2014Making a difference!
Make no mistake about it; sales people make a difference! Often times though, they need mentors in their lives to help them understand how they make a difference and why that’s important to them and the people they sell to. Notice, that I used the word “mentor” as opposed to Manager or coach, because here is how the dictionary defines the word “mentor”: 1.a wise…
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…
11
2014
Building a Successful Sales Campaign
As many of you may know, I have been around the world of sales for over 45 years and I have had the opportunity to participate in a number of sales campaigns. Some of these campaigns were successful and many were not. So, I got to thinking about how organizations go about creating sales campaigns and I thought I would share some ideas of what…
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…
04
2014
How a business suffers when sales and marketing aren’t on the same page
In today’s challenging and competitive economy, it is more important than ever that a company’s sales and marketing efforts are productive, effective and efficient. Unfortunately, millions of dollars in business opportunities are lost or squandered every single day when these two seemingly close-linked departments get it wrong. Here are a few examples: Business opportunities are lost when the Sales Department… Doesn’t have access to the…
16
2014
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”…
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…
09
2013Do 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…