Monthly Archives: December 2012

December 27th, 2012

Selling Different in 2013

Selling Differently

Steve Jobs made history with his Think Different ad campaign when Apple was in trouble and being pegged as a toy.  The script for the Apple campaign was inspired by words from the movie, The Dead Poet’s Society with Robin Williams:

We must constantly look at things in a different way.  Just when you know something look at it in a different way.”

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December 21st, 2012

Part 2 – Nine Trends in Sales Force Effectiveness and Learning & Development for 2013

Sales Force Effectiveness

Nine Trends in Sales Force Effectiveness and Learning & Development for 2013

(Part 2 of 2)

What are the key trends in sales force effectiveness and learning and development to watch for in 2013, and how can they impact your business? In an earlier blog post, we listed and described the first four trends:

Mobile (Smartphones and Tablets) Social Cloud/Integration Big Data and Metrics

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December 19th, 2012

Nine Trends in Sales Force Effectiveness and Learning & Development for 2013

Sales force effectiveness

Nine Trends in Sales Force Effectiveness and Learning & Development for 2013

(Part 1 of 2)

What’s happening in the marketplace, and how can your company take advantage of it? Technology continues to evolve rapidly, and demographic shifts among your employees and clients are changing buying and selling behaviors and preferences. Many of these innovations impact the areas of sales force effectiveness  and learning and development (L&D).

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December 17th, 2012

The Basics of Aligning Sales, Marketing, Operations, and Finance to Grow Profitable Sales

Sales Alignment to Grow Profitable Business

The Basics of Aligning Sales, Marketing, Operations, and Finance to Grow Profitable Sales

The concept of aligning sales and marketing has been well covered among the thought leaders, pundits, gurus, and analysts that cover these functional areas. Yes — we all know that changing buyer behavior requires tight alignment and that the hand-offs from lead to opportunity to close have to be carefully coordinated for maximum impact. In theory, it all sounds so simple, but in reality, it continues to be extremely challenging to execute. But the costs — inefficiencies, duplicate cost, and dropped balls — are simply too high to give up trying.

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December 14th, 2012

How Pre- and Post-training Skills Diagnostics Can Help Teach Your Old (and Young) Dogs New Tricks

skill diagnostics

How Pre- and Post-training Skills Diagnostics Can Help Teach Your Old (and Young) Dogs New Tricks

When companies undergo a significant strategic change initiative, they want to transform some part of their business in order to make noticeable improvements across the board. Changes within the sales organization often involve putting sales reps through training to add skills, knowledge, processes, or expertise.

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