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Better managing, packaging and organizing sales content is critical to a successful sales enablement program

January 30, 2014 0 Comments
Better managing, packaging and organizing sales content is critical to a successful sales enablement program

A rapidly maturing set of sales enablement technologies – notably predictive analytics, solution selling tools, mobile devices, and presentation automation solutions – are redefining the nature of face-to-face selling interactions with high value business to business clients.  These tools offer the potential to solve some long standing industry selling challenges – consistently executing solution selling, […]

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Sales content effectiveness: it’s about thought leadership stupid

January 29, 2014 0 Comments
Sales content effectiveness:  it’s about thought leadership stupid

Selling content – videos, papers, collateral, articles, case studies, blogs, and training resources – has become a large and increasingly strategic part of the sales and marketing mix.  Well organized, actionable, and measurable content is now critical to every aspect of sales and marketing.  In particular, content is the fuel that makes solution selling, marketing […]

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Five mobility sales program challenges for 2014

January 16, 2014 0 Comments
Five mobility sales program challenges for 2014

The unique capabilities of mobile devices – combined with the power of analytics, the flexibility of cloud computing, and the economics of consumer IT – offer the potential to deliver significant business value and sales performance.  As a direct consequence, 84% of organizations will spend money this year on mobile applications that drive sales effectiveness, […]

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Why Smart Sales Organizations are Building Sales Content Hubs

January 13, 2014 0 Comments
Why Smart Sales Organizations are Building Sales Content Hubs

Best-in-class organizations are laying the foundation for sales success by reengineering their sales and marketing content supply chain, repackaging their content, and systematizing content compliance, delivery and tracking. Managing, packaging and organizing sales content is crucial to sales effectiveness because it represents one quarter of sales and marketing spend, and determines the effectiveness of the […]

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Why Effective Content is The Fuel That Runs Modern Selling Systems

October 23, 2013 0 Comments
Why Effective Content is The Fuel That Runs Modern Selling Systems

Selling content – videos, papers, collateral, articles, case studies, blogs, and training resources – has become a large and increasingly strategic part of the sales and marketing mix.  Well organized, actionable, and measurable content is now critical to every aspect of sales and marketing.  In particular, content is the fuel that makes solution selling, marketing […]

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Five keys to ensure you are ready to capitalize on the explosion of mobile devices, applications, and opportunities.

October 15, 2013 0 Comments
Five keys to ensure you are ready to capitalize on the explosion of mobile devices, applications, and opportunities.

ENABLING YOUR MOBILE SALES FORCE The unique capabilities of mobile devices – combined with the power of analytics, the flexibility of cloud computing, and the economics of consumer IT – offer the potential to deliver significant business value and sales performance. As a direct consequence, 84% of organizations will spend money this year on mobile […]

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Systematize your approach to managing sales content

September 19, 2013 0 Comments
Systematize your approach to managing sales content

Taking a centralized and systematic approach to managing and updating content is important. Updating content already deployed to the field is time consuming and expensive.  Content “freelancing” by salespeople wastes time and hurts process and messaging consistency.  And half of sales executives feel that the failure to keep product knowledge up to date is a […]

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Why you need to reengineer your sales content to improve sales productivity

September 19, 2013 0 Comments
Why you need to reengineer your sales content to improve sales productivity

Business-to-business leaders are searching for ways to improve sales productivity, battle rising selling costs, accelerate skill development and transition to solution selling.  What most don’t realize is that the quality and effectiveness of their selling content are critical to addressing these issues. Selling content – videos, white papers, collateral, articles, case studies, blogs, and training […]

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If you have a sales effectiveness problem it’s likely you have a content effectiveness problem

September 10, 2013 0 Comments

If you have a sales effectiveness problem it is likely you have a sales content problem. Take the sales content effectiveness assessment to pinpoint opportunities for increased efficiencies, and make sales content more targeted, accessible, useful and actionable.Content has become a large and increasingly strategic part of the sales and marketing mix. Spending on content […]

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Six Ways Mobile Devices Can Improve Sales Effectiveness

July 29, 2013 0 Comments

Pressure from customers, competitors and channels are driving almost every sales organization to invest in mobile devices and forcing organizations to rethink their field sales processes and experience. However, fully one-third of these executives have not yet defined a business case to justify and allocate their mobile sales investments.  And many services businesses – financial […]

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