If you want to read a great success story about a high-profile sales and marketing transformation effort, check out this article about Sungard in the publication Selling Power. There are two key elements of this story I find consistent with other successful sales transformation efforts. The first is that thereContinue Reading
Two recent announcements show growing interest in developing and coaching sales people, as well as the need for sales managers to reallocate their time to not only complete their own tasks but also help their sales people improve their performance. Included in Sales Dot Two Inc.’s announcement of the agenda forContinue Reading
I read an interesting CareerBuilder.com report linking stalled revenue growth to the lack of formal sales training. While 35% of the companies surveyed for the report say they missed their revenue goals, 55% of sales leaders said they spent $10,000 or less annually on sales training. The conclusion of theContinue Reading
I attended a great session last night put on by SMEI – Boston regarding “mobile” as part of marketing and sales planning. The discussion lead to understanding mobile as very useful in solving “pinpoint” problems not only in the B-to-C world, like point-of-sale solutions and health care management, but alsoContinue Reading
December is a bear. Not only is everyone immersed in the holidays, but as a sales or marketing executive, you and your team are driving yearend revenue. And of course, there is next year’s sales strategy to plan, and a kick off meeting to organize. By this time of year,Continue Reading
Join me and other senior sales, marketing, and operational executives on September 11 in Lexington, MA for a half-day workshop that promises to help you find ways to improve revenue performance. Sponsored by Sales & Marketing Executives International (SMEI), this workshop will help you recognize what is keeping your sales organizationContinue Reading
