What Do Swedish Putty And Product Demos Have In Common?,

Ellen Carney

Ellen Carney [Posted by Ellen Carney]

Read more

Are Your Salespeople Stupid?

Scott Santucci

Come on, admit it.  Einstein

It’s what you think, isn’t it?

If I had a dollar for every time I heard “our salespeople lack the skills or ability to (insert any of the following: cross-sell, sell higher, sell to value, get ahead of the RFP)” I would be a very rich person.

But are selling skills really the problem?

Read more

What Science Do You Use For The Science Of Selling?

Scott Santucci

Alchemist

Most companies are acutely focused on their sales organizations, wanting to apply more structure, discipline, and measurement in order to maximize productivity, predictability, and transparency. A phrase often used to encapsulate this endeavor is “art to science.”

Read more

Metrics And Measures Really Do Matter

It's Time To Ask The Question: "What Does 'Sales' Really Mean to Us?"

Scott Santucci

As you can imagine, we talk about “sales enablement” at different levels of the organization (Executive management, CMOs, VPs of sales, and individuals who are responsible for piece parts).

In all cases the view of what needs to happen to produce results is very different at each level, which is one of the core problems we have in our industry with building an effective sales and marketing systems.

Read more

A Story Of Empathy — The Lost Art Of Selling?

Scott Santucci

Posted by Scott Santucci

 

In 1992, with my Marketing Management degree in hand, I went out in the market to find a sales job. At the time, I believed (and I still do) that you can’t really be the best B2B marketer unless you know how to sell first. One of the jobs I interviewed for was with a local dealer to sell fax machines (yes, it’s true . . . FAX machines). The VP of Sales interviewing me asked a simple question — what are the most important things to being a sales person?

 

Read more

Are You Giving Your Sales Force A Knife For A Gunfight?

Scott Santucci

Untouchables-cast_1137616950-000

In the movie “The Untouchables” Sean Connery’s character, Jim Malone, is targeted for a hit by Al Capone. The hitman breaks into his house and threatens Malone, pulling out a revolver, says, “Isn’t that just like a (derogatory term for an Italian) . . . brings a knife to a gun fight.”

Read more

Re-Engineer The Relationship Between Insurance Tech Buyers And Sellers

Ellen Carney

Ellen Carney [Posted by Ellen Carney]

Insurance IT buyers have distinct preferences when it comes to how they learn about new technology.  Tech vendors think IT buyers learn about the hottest technology because of the bright, shiny stuff that their marketing organizations spend all kinds of time and money producing. Wrong.

Read more

The Big Question: Enable Sales To Do What?

Scott Santucci

 

Today, Forrester takes the incubation tag off our sales enablement research agenda and is launching a new coverage area called “Technology Sales Enablement” targeted for sales and marketing professionals involved in improving the performance of the sales organization. When you put “sales” and “enablement” together, you get a lot of different points of view.

So, what’s Forrester's view on this subject? What perspective do we have to offer?

 

 

 

 

Complexity view shaggy

 

Read more

What Do Your Salespeople Sound Like To Customers?

Scott Santucci

NOTE:  SALES ENABLEMENT HAS ITS OWN BLOG NOW

 

I love the saying “you get delegated to the people you sound like” - especially when it comes to selling.

 

At the end of the day, all of the work that goes on to build and support a product comes down to the discrete conversations your sales people have with customers.

 

 

This parody video is both incredibly funny (especially if you’ve ever carried a bag before, or work in a company dominated by engineers) and drives home an outstanding point – “you-centric”, jargon filled presentations more or less all sound ike this one.

 

 

 

 

 

 

 

Read more

Categories: