Greetings all! I’ve been featured in Bloobirds ‘The Sales Operations Playbook‘ 14 actionable tips you can apply right away! Download the full playbook here. Let me know what you think. What other tips do you have?
Bloobirds Sales Operations Playbook Read More »
Earlier this year I was fortunate to be invited to speak at SaaSGrowth Summit. This was a fabulous event run by James Ski (of Sales Confidence) and Lauren Cartigny. Links to the fabulous other speakers are here You can watch my 7min talk on Youtube here: Any comments or questions, I’d be happy to chat!
Driving SalesTech, Rather Than Letting SalesTech Drive You Read More »
Undoubtedly, two of the biggest trends changing the sales landscape at the moment are millennials and AI. I wrote a blog about millennials not too long ago. Much has been written about the negatives of the changing generational dynamic but I think it represents a huge opportunity. I recently was at an event put on
Millennials and AI Read More »
This blog is the last in a series which started with Avoiding Failure In Your Sales Acceleration Project and whilst past blogs focused on Incentive Compensation and Call Technology, this blog will focus specifically on CPQ (configure, price, quote) functionality. CPQ is by far one of the most, if not the most, complex sales acceleration technology
Sales Acceleration Technology: CPQ (Configure, Price, Quote) Read More »
Following on my blog about Avoiding Failure in Sales Acceleration projects I wanted to cover some examples of common sales accelerations technology. I wrote a blog about Incentive compensation a few weeks ago. This blog will talk specifically about call technology. Until a couple years ago I thought this was a nice to have, or perhaps something
Sales Acceleration Technology: Call Technology Read More »
Recently I wrote a blog around business readiness, which I feel is at the root of why most business change projects fail. Why? At the end of it, all change comes down to people and poor people management through a transition will almost always spell failure. This blog talks more about avoiding failure. There is
Sales Acceleration Technology: Avoiding Failure Read More »
There are a number of different technologies to improve sales productivity. Ensuring the right documentation at the right time is in sales people’s hand is an incredibly important sales enablement activity. A few stats to ponder: IDC estimates 40% of marketing collateral produced is not used Sales can spend up to 9 hours a week are
Drive Productivity Through Digital Content Management Read More »
Last week I attended a great event put on by NewVoice Media. The most interesting speaker was Martin Hill-Wilson from Brainfood Consulting. He was an exceptionally engaging speaker and his talk was on a very hot topic, artificial intelligence (AI). Inspired by Martin’s talk, I wanted to share some thoughts as well as some specific examples of
Using AI to Accelerate Sales Read More »
This post is the second in a series of about Sales Development Reps (SDRs). Blog 1: Sales Development Rep Call Success Blog 2: Sales Development Rep Technology Blog 3: Sales Development Staffing, Organisation and Goal Setting One of the common characteristics of successful sales development teams is their use of technology and automation to be
Work Faster not Harder: Help for Sales Development Reps Read More »
I recently had a lunch where the topic of targeted account marketing (TAM) came up. This is also known as account based marketing (ABM) and has become a key focus area for sales and marketing ops teams in recent years. According to Sirius Decisions, and its State of Account-Based Marketing survey, 92% of marketers now
Account Based Marketing Read More »
Sales Operations is a crucial function for any sales organisation looking to grow, scale or perform more efficiently