We all know stories of late and out of budget implementations of end-to-end Enterprise Resource Planning (ERP) or custom suites of specific management software on resident hardware or the cloud. Having lived through implementations of these software platforms, I learned that every vendor presents a unique set of advantages and challenges. Although my direct experiences ...(read more)
"Companies are often challenged because they design and develop all this great content for healthcare companies or enterprises or small business and the small businesses don’t get to that content just because it’s buried in the site. Every time you require a click you’re going to lose 50%. It’s really about how do you measure the engagement of your target audiences and how do you eliminate that friction to get to that information?"
Harry Chopra, Head of Global Sales & Client Services at S&P Capital IQ, discusses top challenges encountered and opportunities to be leveraged with regards to alliances, channels and partners.
"[With] account-based marketing, for those of you that aren’t doing it, the value of it is it focuses on the best opportunities. You’re ensuring your attention is given to the top prospects, but it also delivers on sales reality."
Customers today have the option to purchase products and services in countless different ways, to a degree that can make the process quite confusing.. It is wonderful to be able to provide customers with the option to purchase 24/7 through a variety of different channels, but how do companies ensure that customers choose their brand? How can organizations break through the clutter and beat out the competition?
Lew Bader, Former SVP, North American Customer Service from Pearson, discusses why respecting your competition is one of the key elements to successfully sell to a senior Customer Service executive.
Consumers as Customers today do more technical research about the product, because digital and social tools make it easier to find relevant information. At the same time business Customers, that have always requested factual data for their buying decisions, are now more interested in what other buyers are experiencing with the product, for the very same reason: the digital and social experience is changing the behavior of every type of Customer, effectively creating convergence of some behavioral components.
We dread that word…synergy. There is no more challenging place to apply the concept of synergy than within an organization when your firm has acquired another and the allure of multiple “synergistic gains” promised by management are expected from the sales organization. What could possibly go wrong? Well, just about everything. Here is a short list and what to do about it.
Let’s say you are a newly minted graduate from a prestigious MBA program, and “sales” is not your most preferred route to professional success. Our position is – if you want to be prepared to survive the disruption that every business will go through in the next 25 years, becoming a sales professional is absolutely the best place to start your career. The sales function will allow you to leverage every facet of knowledge you are acquiring for real-world success.