I spent some time today with Eduardo Conrado, senior vice president marketing and IT at Motorola Solutions. Eduardo is one of our guest speakers at our Sales Enablement Forum in March – in fact he is the keynote for the track which I have put together with a focus on the message within our 21st-century sales system equation. This graphic should give you a hint of what we mean:
If you’d like to know more, and what MMA and VPM mean, come to the Forum and find out. Eduardo and I discussed his presentation and this is our dialogue.
PETER: Eduardo. What will be your three key takeaways from your speech at the Forrester Sales Enablement Forum?
EDUARDO: When considering how to move your company from a product company to a solutions provider, reexamine your brand and what it means to you and your customers in the lens of purpose, voice, promise, and values. Through a collaborative effort with sales, you need to examine the people, process, and tools/systems you are currently utilize to address your customer’s business challenges. A dynamic mix customer messaging to sales enablement tools reinforces how you can help your customers solve their toughest challenges and can position your company as a trusted advisor and not just a product company.
PETER: How important was it to link your content to sales conversations and how did you do that?
Wearable computing devices (like Google Glass, Jawbone Up, Nike+ FuelBand, iHealth, and Samsung Galaxy Gear, among others) have made a big splash in the consumer market. My colleague Sarah Rotman Epps’ analysis shows that Google Glass could be the next big App Platform. Fitness wearables might be a bit overhyped, but it’s nevertheless becoming common to see people sporting Nike+ FuelBand devices everywhere you go. No less a tech industry luminary than Mary Meeker recently declared wearables the next wave of computing (see slide 49).