Sales Enablement: How to Effectively Increase the Sales Productivity of Your Team
Despite the ever-increasing connected world and the wealth of information at our finger-tips, the modern day sales cycle has become more difficult to implement....
Is Your Sales Organization Fit to Win?
Big data and predictive analytics have empowered companies to connect with customers and prospects in ways unimaginable just five years ago. Today, the emerging...
Vertical Impact: Cutting Out the Middleman
Dealer, agent, reseller or intermediary – these are all names for indirect channels that arise when third parties take over sales and logistics from...
The Web Is Not A Distribution Channel
I’ve spent the better part of my career growing businesses that had enormous sales and marketing operations. I’ve also seen myriad “sales enablement” strategies...
How Wearables Can Augment Your Marketing Strategy
According to CNNMoney, sales of mobile devices like smartphones and tablets are definitely still growing — but not nearly at the rate they were...
How the Customer Makes a Decision
Let’s think about some of the choices you may have faced in your life. These choices can span from the very serious – should...
How to Increase Your Company’s Profit by 20 Percent
As an executive coach, I have seen all kinds of problems business owners tend to have: time management, staffing and team building to name...
The Hidden Knowledge in Your UC System
In a previous article, Age of Unified Communications (UC) and Your CRM, I discussed the benefits of integrating a UC solution with a CRM (like...
Sales and the Art of Whale Hunting: Part III
Editor’s Note: With the focus in today’s B2B environment on transactional and volume selling, the whale hunt is becoming a thing of the past....
Sales and the Art of Whale Hunting: Part II
Editor’s Note: With the focus in today’s B2B environment on transactional and volume selling, the whale hunt is becoming a thing of the past....
