Windows 8 will fail in the enterprise because of the “big gamble” Microsoft took in designing it more for tablets than traditional PCs. So warns Gartner, which adds that the operating system will never get more than 20% to 25% of the enterprise market. Gartner analysts Michael Silver and Steve Kleynhan wrote in a research […]
Read MoreYearly Archives: 2012
Computerworld – A security researcher known for finding Java bugs has uncovered a new critical zero-day vulnerability in all currently-supported versions of the popular Oracle software.The bug, which was publicly reported on the Full Disclosure security mailing list Tuesday by Adam Gowdiak, the founder and CEO of Polish security firm Security Explorations, can be leveraged […]
Read MoreThrough the years, we have reiterated the importance of sales training. We even put together a template pack dedicated to the cause. Now our friends at CSO Insights have released an excellent white paper that puts more hard evidence behind the ROI of sales training based on their 2012 Sales Performance Optimization Study.
It is no surprise to us that the biggest impact on sales training ROI is about what happens afterstudents leave the training.
In their report, Optimizing the ROI from Sales Training, CSO Insights finds that organizations operating at the highest level of sales process (i.e. provide formal training, modify it based on market conditions, and provide ongoing feedback to sales team on their application of the process) ensure their sales team is consistently applying skills after they learn them.
To do so, companies are investing in training sales managers on effective coaching to make sure sales skills are being reinforced. Next, they provide unlimited access to online training, allowing sales reps and sales managers alike to access online tools from anywhere at anytime.
CSO Insights also reports:
· Sales training must be directly aligned to the clear business objectives that have a clear and measurable ROI.
· Commercial courses are more successful than those created in-house, however these trainings must be adapted to fit the company so reps can see how it applies to their sales process.
· Training should primarily focus on the selling skills of the team, not the product, as prospects are already knowledgeable on the product before contacting a sales person.
The study revealed that sales executives clearly understand the need to invest in sales training, as the majority of the companies indicated they already provide some level of education. Aligning this training to the company’s sales process, focusing on selling skills, and executing regular follow-up to training is essential to achieving success.
It is this commitment to sales process that ensures ROI.
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In the recent report by Limelight Networks, “How to Master the Art of Content Marketing” we are reminded how important strategy is in the success of any marketing effort.
Our favorite tips from the 9-page report:
1. Create a content pipeline. Determine what types of content to publish and how often. Then, find people with the right skill sets to produce the content and establish reasonable timelines for production.
Tip: Don’t expect your FTE’s to fit content creation in to their already full workday. Allocate resources wisely.
2. Choose content creators carefully. If you want your offering to be evangelized effectively through relevant and meaningful content, nurture your content providers. Keep them engaged and excited about both your audience and your industry.
Tip: The best content providers are those who are passionate about marketing as well as your product and services.
3. Remember your brand. Great content marketing is about creating, sharing, and repurposing. The art of content marketing is doing this without losing the consistency of your brand messaging.
Tip: Regular communication with other sales and marketing teams is essential to not only gather content, but to make sure content stays consistent with your brand.
Limelight also includes a nice list of the 5 must-haves for content publishing and distribution technology that marketers new to this very popular marketing tactic should check out.
If you are a content marketer, this is worth downloading. Get your copy at http://www.limelight.com/insights/content-marketing.
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We have found a must-see resource for all of you sales professionals not yet leveraging your time-tested, proven sales skills with modern social media tools.
You need to check out “Top Strategies For Selling To Executives In a Virtual World,” an on-demand webinar taught by Miles Austin of FilltheFunnel.com, one of the leading authorities on web tools for sales.
We all know that professional selling has changed dramatically in recent years, but this webinar shows us how to incorporate best of breed selling skills with social media for:
· Prospect identification
· Lead generation
· Business development, and
· Client acquisition purposes
Key takeaways from the 96-minute webinar include how to use social media for massive lead generation, how to position yourself as the go-to-resource in your industry, and how to stay top-of-mind to grow your know-like-trust factor.
Lead Quality. This is the crux of most sales and marketing disputes, isn't it? And, it is no wonder. Lead quality is possibly the most important element to sales success. Because, no matter how great your product, or sales skill, or tools, if the l...
Read MoreHere’s a really great article in MSPmentor. If you are an online backup service provider, read this for some good statistics on just how expensive tape backups can be. Use it in your marketing and sales.
Read MoreBack on April 14 I told you a funny story about one of my competitors who had a little trouble with Google Voice. It was hilarious. Well, now they called back again, trying to sell us their inferior software from a faraway country, well, I mean far from the USA.
Read MoreOh poor Carbonite. Everyone beating up on them. Stock price tumbling. Now they can’t say “unlimited†anymore in the UK. But this time I am going to stand up for them.
Read MoreLike most businesses I employ sales people. Some of them make phone calls all day long to businesses that we think might like to offer Online Backup Services using our software. Once a week or so someone we call gets all snarky and says, “We don’t need your software. We wrote our own.â€
Read MoreMany people may think offering discounts, free services or other monetary incentives will keep their customers happy. The truth is that it takes a whole lot more than simple discounts to keep customer loyalty high. While there are various ways to build customer loyalty, below are three actionable components to help retain your customer base. […]
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