Why are We Working so Hard for Our Data?The biggest question that we tend to ask customers when inquiring about their data is “What are you doing with your data?” Perhaps the opposite should be asked to discover some of the endless possibilities of what we CAN DO with our data. We should not be [...]
Five Days to Better Sales Forecasting Email based Mini-workshop We are looking for some willing participants to help test a new email based sales mini-workshop series leveraging marketing automation software. At the conclusion of the exercise we will provide to all the participants a summary of the results relating to the experience, overall interaction and effectiveness of the marketing [...]
This is a great exercise to define which areas of your business might require a more forward thinking action plan. Be brutally truthful and honest when evaluating each point. 1. Is your general organizational focus on “How you have done things in the past” or “What will you do moving forward?” 2. Beyond a web [...]
Can you name one kind of business that does not have something to sell? I always say “Every business has something to sell.” So I attempted to answer the question myself and could not come up with, or think of one business that did not have something to sell. I think it might qualify as [...]
Should the Electronic age be added to the archaeologies three-age system to become the four-age? Answer me this, “What is the most important tool that you own today?” Doing a little research on the word “transition” brought to mind the evolution between archaeological ages and more so my clamoring for years that the Electronic Age [...]
Most organizations have a hard enough time with the concept of leveraging their existing data to better their business, let alone the thought of introducing other data sources totally outside their oikos. I put together this visual interpretation to explain the levels of data, their associated users and interactions, and where federated data can potentially [...]
What You Used In the Past Is Not Going To Work In The Future Is it time to rethink your sales strategy? What you used in the past is not going to work in the future. New buying behaviors are moving out from underneath their traditional rocks. A unified sales effort will be crucial to [...]
Easy as 1-2-3Guarantee your customers never go silent on you again by continually maintaining multiple opportunities within every customer or prospect. Here are three easy-to-follow steps that will guarantee success. 1. Working ahead of the timeline Establish and work deals at the beginning of the sales cycleActively target and work longer term opportunitiesPurposely and continuously fill [...]
When computers were just a fad and an Exabyte was not yet the name of a tape manufacturer.I will never forget the time I installed one of the very first pc hard drives. I sat in my car in Youngstown, OH before going inside, held this full height Winchester hard drive in my hand and said to myself, [...]
Don't forget your salespeople this holiday season.My tribute to all those fellow salespeople out there.The 12 Days of Christmas from your salesman.Merry Christmas and Happy Holidays. 12 Days of a Christmas from your Salesman On the 1st day of Christmas my salesman gave to me AN EMAIL WITH A CHRISTMAS TREE On the 2nd day of Christmas my salesman gave to me [...]
