Google Docs Accelerates Team Productivity Through Active Participation
It is a cliché, but some of the most important discoveries have been by accident. I stumbled upon Google Docs when working with 2 colleagues on a report - we [...]
Why Team Selling Can Lead To Increased Customer Satisfaction
Second in a series on Sales & Marketing Integration… Whether your organization operates in a B2C or B2B environment, whether your company is large or small, or whether you sell [...]
Investing in Sales Training Blog Series #3: 6 Ways to Get Maximum ROI from your Sales Training Program
1. Play for the long run. You are trying to change behaviour and learn new skills - that takes time and means that the training needs to be on-going and [...]
Why Knowledge Based Selling can Improve your Sales and Marketing ROI
First in a series on Sales & Marketing Integration... “Nothing happens until someone sells something”. This old quote has been attributed to Henry Ford, Peter Drucker, and Thomas Watson, amongst [...]
Investing in Sales Training Blog Series #2: When NOT to Invest in Sales Training
Here’s a list of 6 steps that might suggest you should not invest in sales training: 1. Do you have the right people worth investing in? Do they have what [...]
Investing in Sales Training Blog Series #1: Should You Invest in Training?
“The Death of the Salesman – has been greatly exaggerated”, this is what Economist blog Schumpeter said in the Oct 14, 2011 issue. The blog pointed-out that contrary to all [...]
Route to Market Series #4 – Have you Expanded into New Channels of Distribution?
Route to Market – is your sales organization optimized? When was the last time you reviewed the structure of your Sales Organization? How has the marketplace changed since then? Many [...]
Is Innovation Overrated?
Lately I have been seeing many blog posts and articles heralding the death of the term innovation. I am in Asia as I write this and through conversations with locals [...]
Route to Market Series #3 – Has your Product portfolio changed?
Route to Market – is your sales organization optimized? When was the last time you reviewed the structure of your Sales Organization? How has the marketplace changed since then? Many [...]