June 2014

6 High-Impact Activities That Operationalize Sales Enablement

Sales enablement is a nebulous, often undefined term in the world of sales. Since no single definition of sales enablement exists, companies and industry organizations are defining sales enablement on their own terms.

5 Ways Every Sales Manager Can Be More Successful

Being a sales manager is like trying to be two places at once. You’re simultaneously expected to be both a full-time sales rep and a full-time manager. You’re responsible for hitting your own sales numbers in addition to being held accountable for the numbers of each of your team members.

B2B strategy, B2C results

Being a B2B marketer is tough. When you’re not competing against the world’s biggest consumer brands for share of voice, you’re facing small budgets, limited resources and reluctance from within your organization to execute a seemingly risky strategy. What’s the solution? How can B2B companies stand a chance against their consumer counterparts? Enter digital media.

3 seconds to the delete button

E-mail is an effective way to increase brand awareness, leads and sales, but many businesses don’t get the response rate they are looking for because their approach is weak, worn out and completely off track.

3 Key Insights Management Can Learn from an Inside Sales Team

In my 20-plus years of managing inside sales teams, I am still amazed at the amount of critical information they can provide to management. After all, the inside salespeople are on the front line, communicating with prospects, customers and field sales representatives on a daily basis.

Is Hiring an Art or Science?

Do you hire based more on information or on gut feel?
The easy answer should be “both.”
Hiring is both an art and a science. Irrespective of how many hires you’ve made, and how much you’ve honed your expertise, hiring is tough. It’s one of those management functions where you can do certain things to improve the odds, but you can never be perfect.

Why Your Company Needs A CSO

Is yours a sales-driven organization?
When asked this question, most CEOs answer yes. When asked if they have a chief sales officer – CSO – almost all of them admit that they do not.

Stuck Living in Mediocreland?

Alarm sounds. Hit snooze button. Steal 10 minutes of more sleep. Groan. Get coffee. Wake kids. Take shower. Get dressed. Yell at kids. Drive to work. Slump into chair. Check email. Check Facebook. Meet deadlines. Waste time chatting. Watch clock. Check Facebook again. Sneak out early. Wait in traffic. Get groceries. Chaperone kids. Shout about homework. Make dinner. Watch TV. Go to bed.

Selling Complexity Through Stories

How can you persuade someone to buy your complex product when 90% of your presentation is forgotten within 72-hours?The short answer is you don’t. Unless you dramatically change how you engage with customers, they won’t understand why they should buy your complex product, because of the limitation of our short-term working memory.