New strategies require new measurement – or so says Helge Tenno. In this fantastic presentation, Helge suggests that when it comes to the social web, we are using the “destination web” as a basis for measurement – and we are, therefore, using an outdated system to measure the efficacy of emergent networks of value. And I tend to agree. Quoting Adrian Ho:

This is because measurements create their own context. For example, I’d argue that it’s precisely because we measure horsepower that horsepower is valued.

However, the flow-on effect of this is profound. It means that we must fundamentally shift the way in which we create strategy and drive its implementation. Gone are the days where strategy can be built and refined over months and sometimes years. Strategy must be what Katie Chatfield suggests:

… you have a core thought, but it should be fluid, evolving and allow you to do several things simultaneously and build on the ideas that work.

And this comes back to a process for continuous digital strategy. It means, for marketers, living life at the edge of your brand. But fundamentally, it is understanding how people change behaviour, not why – for it is not the behaviour .. ... read more >>
 

We like to think that because we offer a great product and service, and are priced fairly, that we will meet our client’s criteria to be a solution provider. But in truth, we never, ever know what their subjective, unconscious, criteria are (and nor do they until much later on in the buying decision process).

Buying Facilitation helps buyers recognize these criteria, and gives sellers the tools to maneuver buyers through all of the hidden dynamics that go on within their workplace that sellers cannot be privvy to. But sometimes, just sometimes, there are a few, um, glitches.

This video was sent to me by my friend Gil Friend who is a leader in green business and sustainability (and a long time visionary who has been holding the space for almost as many years as I have… and thank goodness for people like him or the world wouldn’t be changing) (http://blogs.natlogic.com/friend/). And, sadly, it’s a hoot. It certainly plainly describes when our customers have their own agenda, and we have no clue how to go beyond our proscribed approach to selling our product. Let’s always remember that buyers have very different buying patterns than our selling patterns.

Enjoy. ... read more >>
 

ASTD’s Sales Training Drivers is hosting an online conference and virtual trade show in October 2009.

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Sales Training 2.0:
Accelerating Sales Team Performance in a Down Economy

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ESR is pleased to be a premium sponsor for this learning event along with ASTD.

I’ve been working with Brian Lambert for several months planning the event including determining the content, speakers and format. I’m personally very excited to be part of the first conference of this type.

The conference will be loaded with best practices, trends, and ideas for helping sales leaders improve the performance of their sales teams.  You’ll be able to learn about best practices and solutions for:

• Evaluating how a wide variety of organizations approach the sales training and sales management intersection;
• Exploring tools and processes available for managing knowledge and driving sales results;
• Enabling web 2.0 and sales 2.0 technologies to meet organizational goals;
• Examining how to balance tactical needs with the strategic improvements; and,
• Executing effective sales training solutions by targeting the right skills.

John Esposito, VP of sales at AMICAS, will be delivering one of the ...

I was honored to be included in the “Conversations with Early Innovators” section of Oracle Corporation’s  Innovation Showcase, which is now being featured on its website along with a 100-day countdown to Oracle OpenWorld. As the founder of Oracle’s inside sales group, I stressed the innovation of Oracle’s business practices while others interviewed focused on the company’s technology innovations.  There’s a fun story about Ted Codd - the father of relational database - in there, too.  Here’s the interview in its entirety:

Anneke Seley was the twelfth Oracle employee and the designer of the company’s revolutionary phone sales operation that is now called OracleDirect. She helped to organize Oracle’s first user conferences, which were the predecessor events to Oracle OpenWorld. Currently, she is the CEO and founder of Phone Works, a sales strategy and implementation consultancy that specializes in helping companies incorporate phone and Web selling into their sales models. Seley is also the coauthor of a new book, Sales 2.0: Improve Business Results Using Innovative Sales Practices and Technology (John Wiley & Sons, 2008).

Q:What was innovative ...