September 23 2019
Creating a Feedback Loop with Sales

High-value pursuits offer the perfect opportunity to refine messaging and strengthen the collaboration between Marketing and Sales in a “live fire” situation. When the deals are big or strategic enough, they are worth investing in. And the wonderful byproduct is the insightful feedback that is gained.

Continue Reading
September 13 2019
It’s time to support Sales in their big deal pitches

Most Marketing departments don’t think they’re in the business of helping Sales create custom pursuit materials that help them close deals. It’s antithetical to old style mass marketing and it requires extremely agile and fast-moving response. But there is a powerful argument to do so: according to recent data from Marketo, Sales and Marketing alignment can help your company become 67% better at closing deals.

Continue Reading
November 18 2014
8 Important Facts about High-Consideration B2B Solutions Purchases
Now this makes sense. Finally a good counter to the provocative but fallacious assertion that buyers of complex technology are moving through the buying process without material help from Sales because they can get what they need from the web. Content marketing can help get things started but there's just no replacement for a seasoned, savvy seller. via 8 Important Facts about High-Consideration B2B Solutions Purchases | IT Services Marketing Association.
Continue Reading
May 20 2014
Register now! Learn how Sales leaders fuel innovation
Optimize Revenue Growth and Innovation How to grow sales and fuel innovation by involving your best Sales people Join this exciting conversation with best-selling author, speaker, and CEO business advisor, Patty Azzarello and Pearson & Co.’s CEO, Resa Pearson. In this webinar you’ll learn:
  • Vital sources of market insight that are missed by most companies
  • Why Sales & Marketing are not connected enough and how to fix it
  • Examples of companies who have supercharged their revenue growth by modeling the best Sales people
  • Examples of how companies have successfully used Sales to fuel innovation
This is a 30-minute webinar followed by a 30-minute, live Q&A. It’s FREE to attend so if you can’t make it at this time, register anyway to get the recording later.
Continue Reading
January 8 2014
In the new year look to your Sales leaders for innovation

I was able to attend a sales kick off meeting a few months back. I’ve been to many of these over the years and always enjoy the opportunity. It was fairly typical, with a half-day of main stage talks from senior executives outlining their accomplishments of the past year and their plans for the upcoming one.

We were coming off 30+ hours of phone interviews with their best performing sellers, talking about their challenges and opportunities, and their customers, prospects, and competitors. Their expertise was deep and varied and our conversations were rich in ideas. In listening to the various discipline leaders speak about their plans for innovation I was struck by the fact that none of them mentioned the field, or many of the ideas we had heard from them. After reflecting on it a bit I realized that Sales was not usually looked to for innovation around value propositions or business processes that would enrich customer relationships or emerging competitive strengths. But what a missed opportunity.  Sales, by virtue of their location with respect to customers, is closest to the action, closest to the place where necessity mothers invention. So why not look to them? Why not go so far as formalize the process of incorporating their ideas, as early and often as possible, into the game plan? Surfing the Edge of Chaos was a very influential book for me way back in 2000. A fascinating look at how adaptability in business mimics the laws of nature, I still recommend it today. Consider this bit from it:
“When a complex adaptive system is moved toward the edge of chaos—when hurricanes and typhoons roil the deep seas, or fires rage through forest or prairies—the potential for generativity is maximized. . . The edge of chaos is the precondition for transformation to take place. . . The edge of chaos is the locus of all sorts of innovative activity. . . Edges are important in life; in fact, we are drawn to them. They define a frontier that tells us we are about to venture farther than we have ever gone before. ‘As long as one operates in the middle of things,’ states science writer William Thompson, ‘ one can never really know the nature in which one moves.” - Surfing the Edge of Chaos, Pascale, Millemann, Gioja, page 66-67
So let’s look to Sales to tell us about the edges of our corporate world, the seam that connects our business to that of our customers, where they spend their days. They see it first and they often want it most. Listen to them and you can accelerate both your innovation and your transformation.
Continue Reading
October 30 2013
How B2B companies talk past their customers
More good support for why Sales and Marketing do better together.
“Even in the digital era, our surveys show that personal interactions with sales reps remain the most influential factor—across touch points—for B2B customers. That makes salespeople a great source of information about the degree to which customers see your products as differentiated or worth a premium. Have an honest dialogue with your sales staff. If you hear about consistent pushback on pricing or an inability to articulate a compelling argument for the value of your products, you’ve got a problem. It could be your product or service, of course. But it also may involve disconnects between what your customers value and the messages you send them in your broader (digital and more traditional) marketing activities. Use your sales force to inform these strategies. Leading companies make extensive use of frontline interaction and market research to stay in tune with customer needs and perceptions.”
via How B2B companies talk past their customers | McKinsey & Company.
Continue Reading
October 25 2013
How long will my sales playbook last?
Doing sales play books the way we do them requires a bit of an investment. And clients sales justifiably ask how Deer long their playbook will last, often hoping it might be as much as a year.The way to think about it can Next be dolor found in these questions: How long until your portfolio changes in any significant way? How long until ?????? the value wholesale nfl jerseys propositions of your competitors change and you must respond? And finally, how long until your customers’ buying pressures and requirements change?When those things happen, your market situation is affected and so your sales strategy should change. It cheap mlb jerseys is pretty much common sense. And If you work in technology, it’s usually a lot cheap mlb jerseys sooner than a year.The fact is, we are transitioning from an assembly-line era of wholesale mlb jerseys marketing, with its remaining remnants Beauvais of big bang launch rhythms, that are complemented by strategies developed once-a-year and economies-of-scale, batch orientation. What is emerging is  an agile, customer-centric, proactive and highly responsive Gallery capacity for sales and marketing. It’s one that collapses the organization’s knowing-doing gap, taking time out of the system and enabling a more fluid execution against dynamic, strategic frameworks.
Continue Reading
October 10 2013
Why is no one talking about sales strategy?
It’s a wonderful time to be in the business of helping sales teams be more effective. Sales enablement is all the rage with conferences, pundits and sales automation systems everywhere you look. One thing you don’t see much wholesale nfl jerseys about though is sales strategy. And why is that? We know about marketing strategies. Things like the 5 P’s, or competitive differentiation, or 1-to-1 lokaler marketing. And we know about sales methodologies. That would be your Challenger selling, SPIN selling, TAS, VITO or any of the many other useful formulas for a winning sales approach. But we don’t hear much about sales strategies. Is it because About we think that wholesale jerseys selling isn’t something one can approach strategically? Talk to any big time enterprise computing sales executive and you quickly realize how Hello strategic they are in so many dimensions. The complexity inherent in selling technology into enterprises, government agencies, and even SMB is mind-boggling. We think sales strategy is a long overlooked competency that is required for any complex selling situation.  Done well, cheap jerseys China it can be the difference between winning and cheap jerseys losing both at wholesale nba jerseys the account and the market level.
Continue Reading