Will salespeople and managers ever demand their company acquire a sales metrics system or will the sale always be a ‘need’ created by the technology companies themselves? Currently, there is little or no demand by the sales force for the company to acquire the technology. The sale of sales metrics technology is driven [...]

To move a sale forward during the initial conversations, you must keep the prospect engaged.  As I pointed out in a previous post (”Better Questions=Faster Selling“), the best way to do this is to ask an open-ended question that moves the conversation forward and also builds rapport.  The easiest way to do this is to [...]

[ June 5, 2008 9:00 am to June 6, 2008 11:00 pm. ] With the increasing adoption of social media by organisations especially in relation to brand engagement with customers and clients, we are now starting to see some case studies for how social media can be used to enhance employee engagement through internal communications. The recent announcement by the company I was on the board of before establishing [...]

Within the mass confusion that can erupt when there is a blog controversy, occasionally a thoughtful post will emerge. Last week ShoeMoney wrote about the Death of SEO and here on this blog Greg Howlett supported that theory, while I spoke up to disagree with those opinions. Others have also been discussing the topic and [...]

The status quo for marketing and sales is that neither seems to find the other valuable. The common refrains heard are: marketing doesn't give sales good leads sales doesn't work the leads marketing give them - or use marketing-produced collateral The problem, as it occurs to me after attending the CLOSE Invention Summit on Monday at Stanford is that there's...