HubSpot throws spotlight on integrated sales and marketing solutions
Demand for integrated sales and marketing (ISM) solutions will soar, as enterprises realize the potential to increase leads by enabling sales people to run their own marketing campaigns. HubSpot is the latest...
Enabling salespeople to sell more: When Everybody is Selling
In recent years the role of marketeers has evolved to focus on achieving tangible goals by enabling salespeople to sell more effectively.With the automation of many marketing functions, such as lead nurturing,...
Control Vs Accountability
Living in a post Sarbanes-Oxley world, businesses have placed more and more controls on their internal processes. This does, however, come with a cost. Increasing control can, paradoxically, diminish accountability...
Social ROI: Lessons from the Vote for Scottish Independence
Making yourself appear bigger than you really are is a crucial survival skill in the natural world. Waking up this morning to the news that the United Kingdom remains so, it made me reflect that it had not...
Empower Salespeople for Social Selling
Companies increasingly use social media to learn about new opportunities and how to address business issues. People share information and give advice on all manner of things, including your offering and how you...
Changing the Channel with CRM
Lessons learned from my role in a growing sales organisation who implemented their first CRM with the goal of a scalabled an globally reportable sales force. Web to Leads, CRM, Global Sales Domination! I used to...
Insight Selling and the Value of CRM
Insight Selling and the Value of CRM I hear you say? Are process-oriented tools (like a CRM) suitable in todays world of creative, adaptive, and insight-based sales? We’d like to introduce you to Insight...
5 Steps to Defining Your Sales Funnel
When was the last time a well qualified opportunity stopped returning your emails? If this happens more than you’d care to admit, as it commonly does, it may be worth taking some time to look at how you...
Dan Pink’s The New ABCs of Selling – Webinar Summary
How has the selling environment changed in the last 10 years? Which individuals are best equipped to succeed in sales in the future? Dan Pink answered these and other questions in a recent webinar, in association...
Six Steps to Secure Your Passwords
It seems almost everyone these days asks for a password to access their system. This ranges from registering to read a free newspaper online (which as far as I can tell has zero security requirements), through to...