Showing posts from March, 2013

Are White Papers Dead?


Where is ROI Best Applied in the Sales Process?


Sales Enablement’s Dirty Big Secret


ValueStory Roadshows - Boston & Palo Alto

Want to thank all those who took time out of their busy schedules to attended our ValueStory roadshows in Boston and Palo Alto.

It was great to share best practices and mobile selling requirements / experiences with some great folks from ShoreTel, NetApp, Philips Healthcare, Kronos, Hitachi Data Systems, Citrix, IBM and more!

Thanks Randy Perry and IDC for helping lead the sessions, and providing great research and insights to the team.

Looking forward to future best practice sharing sessions.

3 Key Metrics that Will Have a Profound Impact - a Report from Forrester’s Sales Enablement Forum

This week, leading sales enablement professionals met to share issues, best practices and success stories at the Forrester Sales Enablement Forum. Forrester analysts like Scott Santucci presented the latest research on selling effectiveness, and there were three important findings that I think will have profound implications on your sales / marketing strategies for 2013:
80% - that’s the percentage of marketing leads, on average, which fail to advance through the sales process. As a result, there are more stalled opportunities, than ever as your customers choose to “Do Nothing” versus advance to “Yes”.
Today’s more resource constrained, risk averse and frugal buyer needs significant convincing as to “Why Change?”, “Why Now?” and “Why You?” in order to advance through the purchase decision.
As a result, you need to deliver the right value messaging and quantification to “Quantify the Pain”, “Justify the Gain” and “Prove You Are Not the Same”.
76% - that’s the percentage of deals that are …