February 01, 2016 08:56 AM
“Content has got to be used to build credibility and open up a rich and meaningful customer conversation.”
-Dan Smoot, Executive Vice President of Market Readiness at Salesforce
Content is such a big problem for sales organizations today, and it seems it’s not having that impact described in Dan Smoot’s quote. Not only is there way too much of it, which imped...
January 28, 2016 10:17 AM
For me, the charm of Boston has always been its uncanny ability to preserve its foundations.
An idyllic European architecture, a love for sports, and an accent as distinct as the four-leaf clover that’s worn proud by each Bostonian (as well as a suburbanite like myself who shamelessly sneaks under that moniker).
Yet Boston too is shaping up to be the epicenter of a major reinvention for the global industrial market.
It’s now been widely reported that GE is moving its global headqua...
January 25, 2016 09:18 AM
Everybody defines sales productivity differently; and as such, everybody has different approaches for attaining it. Joe Gustafson offers two approaches for getting more productivity or “yield” out of each rep. He says you can increase efficiency, meaning give more time back to a sales rep; or you can increase effectiveness, meaning make them better at what they do.
Watch this short video to learn how focusing on sales rep effectiveness can be a gateway to increased sales pro...
January 18, 2016 09:14 AM
Here are some broad, sweeping generalizations that are typically also true.
We know that:
Most organizations do not maximize their sales training investments to get a significant payback or ROI.
Sales training without knowledge sustainment (remembering what was taught), skill transfer (applying skills on the job), and sales coaching (to develop skills mastery), does not increase sales performance.
Sales coaching produces results. Organizations where sales coaching is emphas...
January 11, 2016 09:35 AM
There’s too much content. It’s not engaging enough. It’s too product focused. It’s not easy to find. Salespeople are struggling to have valuable conversations with buyers, and marketing content is part of the problem.
A recent report from Forrester Research, Make Sales Conversations an Integral Part of Your Content Marketing Plans, details exactly why content is failing to impress buyers and decisions makers, and offers tips for how marketing and sales can work to...