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Wednesday, December 12
Are Your Sales People Stupid?
by
Scott Santucci
on Wed 12 Dec 2007 11:29 AM EST
Come on, admit it. 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? Most B2B ... more » Tuesday, October 24
Transform Sales and Marketing through Lessons Learned from the Industrial Revolution
by
Scott Santucci
on Tue 24 Oct 2006 07:16 AM EDT
The industrial revolution happened over a period of about 200 years starting in the mid-1700’s and lasting to the mid-1900’s. The core pattern of this period was the application of mechanical methods to meet the needs of the many in a more scalable, cost-effective way. For example, the first industry to kick off the industrial revolution was textiles. In the ... more » Tuesday, October 10
News on Eleven: Feedback on Value Propositions
by
Scott Santucci
on Tue 10 Oct 2006 06:00 AM EDT
Wow! It’s really been a crazy two weeks since I posted "Do Your Value Propositions Go to Eleven?" On September 20th. Weak value propositions are a huge issue….. We've recieved a tremendous amount of calls and feedback from issues raised from both sales and marketing professionals. I've talked about messaging, sales alignment, sales and marketing models, and movies ... more » Monday, October 9
Former META Group Analyst Dean Davision to Moderate Outsourcing Vendors Blog Site
by
Scott Santucci
on Mon 09 Oct 2006 03:35 PM EDT
Due to the high interest in the subject-matter on "A Perfect Conversation: Achieving Competitive Advantage One Account at a Time" and the number of dialogs we get into about how to make our observations relevant, we will be launching topic specific sites, starting today. Dean Davision, industry thought leader and former META Group analyst and I will be discussing ... more » Wednesday, September 20
Do Your Value Propositions Go to Eleven?
by
Scott Santucci
on Wed 20 Sep 2006 07:00 AM EDT
In Rob Reiner’s 1984 “rockumentary” This Is Spinal Tap, one of the main characters, Nigel Tufnel claims they are different than other bands because their speakers “go to ll.” (Click here to see a video clip of the scene). I cannot help but be reminded of good ole Nigel every time I talk to ... more » Thursday, September 14
An Introduction To Business Drivers: Improve Customer and Supply-Chain Relationships
by
Scott Santucci
on Thu 14 Sep 2006 11:00 AM EDT
Understanding business drivers is a fundamental requirement to avoiding being a C-rate Consultant. There are 8 core business strategies companies take to accelerate growth, improve margins, or boost the relative value of the share price. This is an introduction into one of those eight strategies.
Definition Managing one-to-one, trust-based, relationships with customers and up-stream and down-stream supply chain partners ... more » Thursday, August 31
The CMO Revolving Door – And How to Stop It Before Hitting You on Your Way Out
by
Scott Santucci
on Thu 31 Aug 2006 04:11 PM EDT
Marketing leadership should consider their increasingly fast job turnover as a major indicator that something is seriously wrong with the profession. CMOs must shed the prevailing wisdom of classic marketing ideas and determine how they can add value to their internal constituents. Leveraging structured frameworks to organize feedback, marketers should get a measure for the perceived value contribution they offer in their company and use that as a base for a transformation program. more »
Monday, July 3
Sales is from Mars, Marketing is From Venus: The Business Implications of the Sales and Marketing Alignment Problem
by
Scott Santucci
on Mon 03 Jul 2006 12:38 PM EDT
You’ve heard it before many times, the seemingly endless “he said, she said” debate between sales and marketing. Many CEO’s feel like they are counselors and could write John Gray’s next relationship advice book “Sales is from Mars, Marketing is from Venus.” Clearly, the “counseling” approach isn’t working, as the “divorce rate” between software companies and their marketing ... more » Thursday, June 29
Metrics that Matter: Some Telling and Useful Sales and Marketing Efficiency Metrics
by
Scott Santucci
on Thu 29 Jun 2006 05:00 PM EDT
To develop a world-class sales and marketing organization, you must be able to:
1. Understand how your customer’s buy from you
2. Clearly articulate the value your customers are realizing from your offering
3. Develop a repeatable process to help facilitate the customers buying process
4. Assign measurable accountability to other groups besides sales
5.... more »
Tuesday, June 27
Uncovering the Value Engine Part 6: Integrate Sales and Marketing to Execute Go-to-Market Strategy
by
Scott Santucci
on Tue 27 Jun 2006 09:41 AM EDT
This is the last in a six part series that defines the "value engine", which is the synthesis of over 10 years of research and interviews with hundreds of enterprise technology buyers and sellers.
In order to ensure integrated Sales and Marketing planning, the two organizations should first come together to jointly define a common market development ... more » |
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