08
2013
Don’t Talk About Products, Instead Talk About Solutions!
In thinking about creating my latest blog, one of the things that came to mind was a credo that I actually have posted on my wall above my desk. The credo that I created goes like this: Think the way your Customer Thinks Look at yourself through your Customers’ Eyes Listen to yourself through your Customers’ Ears Speak in terms of what Matters to Them…
01
2013
The number one reason why most sales calls fail (and what you can do to avoid it!)
Believe it or not, a surprising number of sales professionals still rely purely on luck and good social skills when attempting to sell at an executive level. Unfortunately, good fortune and a winning personality, while certainly helpful, are not proven strategies for delivering consistently successful results. In fact, when some 10,000 C-suite executives were asked in a recent survey to reveal their major hesitation in…
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…
02
2013
Are you retaining your investment when sales people leave?
Training a successful sales person requires a significant investment in time, money and other company resources. While that investment will hopefully provide healthy long-term dividends in the form of increased sales and market share, have you ever thought about how much of that initial investment and accrued knowledge and experience walks out of the door every time you lose a sales person? While most well…
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…
11
2013Register to Win CollaboRate Free and Jump Start your Sales & Marketing for 2013!
A Special 2013 Promotion from Compendian® If you are serious about jump starting 2013 and getting your Sales and Marketing teams better aligned, then you don’t want to miss this opportunity to win a free version of CollaboRate™ for your organization. Compendian® Inc. is offering their fantastic cloud-based, sales enablement and marketing effectiveness solution, CollaboRate™, free to the first ten (10) organizations that register and…
11
2012
How do you treat your company’s intellectual capital?
The BusinessDirectory.com definition of intellectual capital is a “collective knowledge of the individuals in an organization or society.” It includes customer capital, human capital, intellectual property and structural capital. Although largely intangible and very often difficult to measure, intellectual capital is now widely regarded as a true capital expense for a company. The reason for this is because the investment in and replacement of employees…
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…
13
2012
Bridging the Sales & Marketing Disconnect is No Easy Task
I wanted to get back to this discussion because it impacts so many organizations. This isn’t a new problem, it is one that has existed for decades and there are no clear signs of remission despite many efforts to find a cure. One of the problems clearly is in how the two entities, Sales and Marketing, identify themselves and what they believe their mission is….