There are a number of different technologies to improve sales productivity. Ensuring the right documentation at the right time is in sales people’s hand is an incredibly important sales enablement activity. A few stats to ponder: IDC estimates 40% of marketing collateral produced is not used Sales can spend up to 9 hours a week are […]
Drive Productivity Through Digital Content Management Read More »
Last week I attended a great event put on by NewVoice Media. The most interesting speaker was Martin Hill-Wilson from Brainfood Consulting. He was an exceptionally engaging speaker and his talk was on a very hot topic, artificial intelligence (AI). Inspired by Martin’s talk, I wanted to share some thoughts as well as some specific examples of
Using AI to Accelerate Sales Read More »
This post is the third in a series of about Sales Development Reps (SDRs). Blog 1: Sales Development Rep Call Success Blog 2: Sales Development Rep Technology Blog 3: Sales Development Staffing, Organisation and Goal Setting This blog is the last in a series and will cover the following the following topics Hiring/Staffing Organisation Compensation and
Sales Development Organisation Read More »
This post is the second in a series of about Sales Development Reps (SDRs). Blog 1: Sales Development Rep Call Success Blog 2: Sales Development Rep Technology Blog 3: Sales Development Staffing, Organisation and Goal Setting One of the common characteristics of successful sales development teams is their use of technology and automation to be
Work Faster not Harder: Help for Sales Development Reps Read More »
The good news – there’s a lead! Now what? Most likely this new lead is with your sales development team so I wanted to focus on how to improve the performance of this important function to ensure as many leads are getting to your pipeline as possible. This post is the first in a series of
Here’s My Number, So Call Me Maybe Read More »
This post was inspired by the recent political events in the 2016 US election. It would be hard to say otherwise. However, I’m hoping the message here is for everyone (men and women), not too controversial, and lastly, makes you think. The way women are treated affects everyone, whether its personal or perhaps someone in your life,
A Word About Nasty Women Read More »
Nearly all jobs could benefit from honing skills about how to influence people. Most of us have taken a personality profile, or perhaps a training course along with it. There’s DISC, Myers Briggs, Insights, Colour Code, etc. We often leave these training classes with this information at the forefront of our minds and think a little bit
How to Win Friends and Influence People (aka How to Not Be an Asshole) Read More »
A couple years ago I was working with sales manager with a bumpy and somewhat unreliable pipeline. We were discussing how to make his team’s forecast a bit more consistent. Mid-meeting he coolly replied ‘I’d rather have a lucky sales rep then a consistent one’. At another company, I don’t think it would be grossly exaggerating to
Getting Lucky… All Its Cracked Up to Be? Read More »
The role of sales operations continues to grow and evolve. So what is sales operations? Back in the 1970s at Xerox, J. Patrick Kelly established a sales operations group to take on sales planning, compensation, forecasting and territory design. Kelly described his responsibilities as ‘all the nasty things you don’t want to do, but need
What is Sales Operations? Read More »
170,000 people in San Francisco and 15 million people worldwide tuned into hear Marc Benioff, CEO of Salesforce.com, give his keynote ‘Be a Customer Trailblazer’ at Dreamforce last week. If you haven’t watched yet, the full video of the SFDC Dreamforce Keynote 2016 is here. I wanted to share some of the big thoughts and trends if you
Be a Customer Trailblazer (SFDC DreamForce Keynote 2016) Read More »
Sales Operations is a crucial function for any sales organisation looking to grow, scale or perform more efficiently