Updates

Enabling Sales and Strategic Relationships

Last month’s Quotable article on why prospects ignore your sales outreach sparked some interesting conversations. While I generally don’t respond to prospecting outreach, my love of coaching compelled me to share the post content with many of the business development reps (BDRs) who prospected me. The response was amazing. When confronted with a mirror reflecting their tactics, many of them dropped the pretext and shared...

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Sales Enablement is a term that still means very different things to different people but my favourite definition comes from CSO Insights, “Sales Force Enablement — A strategic, cross-functional discipline designed to increase sales results and productivity by providing integrated content, training and coaching services for salespeople and frontline sales managers along the entire customer’s journey, powered by technology.” Read More...

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Sales leaders rarely leverage the Chief Strategy Officer as a resource. Interlocking with the corporate strategy officer is placed on the same level of importance as meeting with the corporate safety goon. But when your strategy officer is the real thing, you have access to a secret weapon. It’s difficult to grow revenue faster than your industry’s growth rate and faster than your competitors. The...

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To me, sales is about people, accountability, executing on time, discipline, protecting margins, and it’s about having a plan that evolves constantly. It’s no secret that everyone wants to increase sales, but most lack the focus and discipline to achieve their goals consistently. The majority of business owners don’t seem to understand that there’s a difference between a marketing-strategy, which involves branding, identifying who they are,...

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When customers buy your product or service, businesses have them entered into a “Sales Funnel” or “Customer Retention Path,” where they receive regular mailings or e-mails promoting the backend products. I’ve studied sales funnels/customer retention paths for years, and there is a science to them. They all involve a lot of testing, and they take time to implement. But once they are fine-tuned, they create HUGE customer...

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www.zdnet.com : Microsoft is running late with its plans to deliver new Dynamics 365 sales and marketing apps for small/midsize business users by mid-2017. Last week, Microsoft provided its Dynamics partners with three days of non-confidential briefings regarding what's coming next for its Dynamics 365 product line. Officials showed off details of the July 2017 Dynamics 365 app suites, highlighting the new unified interface, mobile app updates, business-intelligence...

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