01
2013Do you really know what’s working and what isn’t in your sales, marketing and product areas?
I had a very interesting and enlightening conversation today with a consultant who works for the company that developed my website. She asked me to tell her who my target audience was and who I was trying to reach. I explained to her that my target audiences were medium to large-sized organizations that were struggling with poor sales and marketing alignment, effectiveness and productivity. She…
02
2013
Great Things Happen When People Collaborate
I’m not sure whether you have noticed the number of discussions, articles, webinars and postings around the whole concept of collaborating. Obviously, there is a lot of value in being able to do just that and it comes out in a number of different ways. One of the ways that we see collaboration working a lot is through the creation of something. That something could…
30
2013
How to reduce ramp-up time for new sales hires
In a recent survey conducted by CSO Insights, some 70 % of companies claimed that the ramp-up time for new sales staff ranged from seven months to more than one year. This alarming statistic raises several interesting and important issues: Even though many companies claim to hire only experienced salespeople who can hit the street running, current research and data prove otherwise….
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…
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…
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…
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
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…
10
2012
Selling Myths and Realities
I attended one of the first Sales 2.0 conferences that Gerhard Gschwandtner of Selling Power Magazine held about ten years ago and had the pleasure of sitting with and meeting Michael Nick. Michael is the author of four great books on selling called: “Why Johnny Can’t Sell, ROI Selling, The Key to the C-Suite” and his new eBook, Why Johnny STILL can’t Sell. Michael also…
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…