Is Your Organization a Selling Machine, or a 1974 AMC Hornet?

By |March 3rd, 2016|Lead to Money|

I’ll never forget my second car. My first car was memorable, too – it was a 1970 Plymouth Barracuda that threw a rod while at high speed on the freeway as its final act of [...]

Three Ways the IoT Totally Changes Marketing

By |February 26th, 2016|Marketing|

Everyone is enamored with the Internet of Things (IoT) as a way to automate parts of the selling process. Vastly increased up-time, just-in-time restocking of consumables, and use-based up-selling and cross-selling are just three areas [...]

Five Reasons Marketing Must Break Out of Its Silo

By |December 8th, 2015|Marketing|

It’s always been easier to operate marketing as its own entity, with systems and data silo’ed so the only people who can used them being marketers. Some marketers would even argue this is the best [...]

3 Top Tips to Set Quotas Right and Skyrocket Sales

By |December 1st, 2015|Territory & Quota|

As the year draws to a close, sales operations teams are a hive of activity, setting the right quotas and designing the optimum comp plans for next year. Did you know that setting the right [...]

Content. Content. Mega-content.

By |November 13th, 2015|Enablement|

Remember J.K. Simmons’ portrayal of J. Jonah Jameson in the 2002 Spider-man movie? I’ll never forget him looking through the deluge of Peter Parker’s photos saying “Crap. Crap. Megacrap” and then of course buying the [...]

Five Overlooked Lead Scoring Criteria

By |November 10th, 2015|Marketing|

According to an oft-cited report by MarketingSherpa, 73 percent of all B2B leads are not sales-ready. That’s a drag on sales – they spend too much time on leads that will never pan out, or [...]

Want Real Success? Destroy the Company-centric Customer Experience

By |September 24th, 2015|Other|

(Editor’s note: Today’s guest blogger, Esteban Kolsky, is one of the top independent analysts focused on customer experience, CRM, sales, service and all other aspects of the customer-facing parts of business. His writing on digital [...]

Analytics, Sales and Marketing, and “Moneyball” The Promise (and Peril) of Relying on Data

By |September 11th, 2015|Marketing|

Way back in 1983, as a baseball-crazed teen who wasn’t that good at playing baseball, two books were top of my reading list: The Art of Hitting .300 by Charlie Lau, which I hoped would [...]

Sales Forecasting: the Dark Art that Can Doom Your Business When Done Wrong

By |September 1st, 2015|Lead to Money|

Ever noticed how sales managers and sales VPs all get a little weird around forecast time? There’s a bit of edginess in the air; they’re forced into looking at data, and extrapolating some meaning from [...]

How Much Money are You Giving Away by Managing Sales Territories Badly?

By |August 3rd, 2015|Territory & Quota|

If you have a sales force of bigger than a few reps, you have territories. They were first introduced to reduce confusion and help maximize sales productivity, and they still perform those roles. But today [...]