As buyers, we’re always dropping breadcrumbs about what we want to buy or not buy - signals about our preferences for when and how we want to spend money. Good...
As buyers, we’re always dropping breadcrumbs about what we want to buy or not buy - signals about our preferences for when and how we want to spend money. Good sellers – whether direct sales, inside sales or online sellers – know how to interpret our scattered signals and make sense of them all. Buyers and sellers need to be on the same page in a whole new way so that buyers are better understood and sellers know exactly where to focus their energy. When a business creates a...
As buyers, we’re always dropping breadcrumbs about what we want to buy or not buy - signals about our preferences for when and how we want to spend money. Good sellers – whether direct sales,...
How are decaying postal addresses affecting your business? One obvious answer is that your business is wasting budget on shipping and mailing to invalid...
How are decaying postal addresses affecting your business? One obvious answer is that your business is wasting budget on shipping and mailing to invalid addresses. Consider the following 3 stats according to the US Postal Service: 7% of Americans change addresses annually 45 million people move each year Approximately one out of every six families move each year What's less obvious is the critical impact invalid addresses have on your sales organization. Your sales teams...
How are decaying postal addresses affecting your business? One obvious answer is that your business is wasting budget on shipping and mailing to invalid addresses. Consider the following 3 stats...
Judy Brocato “Would Beats by Dre – pay $20K for us to say that they are great?” Recording costs for this whole song could all be paid by Beats by Dre…”...
Judy Brocato “Would Beats by Dre – pay $20K for us to say that they are great?” Recording costs for this whole song could all be paid by Beats by Dre…” Unbeknownst to Dr. Dre, another billboard artist had published a song that inadvertently promoted his headphones. AJR may not be the most popular band, but on Spotify alone, they have a monthly following of 6.7 Million listeners. Not all of us have the fame or luxury like Dr. Dre where random artists are popularizing our...
Judy Brocato “Would Beats by Dre – pay $20K for us to say that they are great?” Recording costs for this whole song could all be paid by Beats by Dre…” Unbeknownst to Dr. Dre, another billboard...
When I finished my undergraduate degree, I entered a workforce unlike any I’d been prepared for. My class entered the job market at the height of the 2009 Great...
When I finished my undergraduate degree, I entered a workforce unlike any I’d been prepared for. My class entered the job market at the height of the 2009 Great Recession. Looking back, I didn’t understand many of the struggles my friends and I would face, but I soon realized things weren’t going to be as planned. Hindsight may be 20/20, but one thing I’ve learned is that in order to thrive in any environment, we must adapt and evolve! This is the newest in a series of blogs...
When I finished my undergraduate degree, I entered a workforce unlike any I’d been prepared for. My class entered the job market at the height of the 2009 Great Recession. Looking back, I...
CRM is a commonly used, often satirized and misunderstood acronym in the enterprise front office. I have worked with CRM solutions for over 20 years and have...
CRM is a commonly used, often satirized and misunderstood acronym in the enterprise front office. I have worked with CRM solutions for over 20 years and have heard these three letters represent ‘Costs Ridiculous Money', 'Can’t Remember Much', 'Customer Relationship Marketing', 'Contact Relationship Management’ and ‘Customer Relationship Management.' Clearly, CRM means different things to different people. Sales teams typically think of CRM as an account and contact solution....
CRM is a commonly used, often satirized and misunderstood acronym in the enterprise front office. I have worked with CRM solutions for over 20 years and have heard these three letters represent ‘Costs...
Retailers are dealing with new challenges driven by technological disruption and the ever-increasing expectations of customers who crave personalization and...
Retailers are dealing with new challenges driven by technological disruption and the ever-increasing expectations of customers who crave personalization and instant gratification. The one trend that’s arguably impacting retailers the most is the emergence of innovative, digital-first competitors. Direct-to-consumer (DTC) brands have the power to innovate and quickly adapt to new customer behaviors and market conditions. Because they are relatively new companies, they aren’t...
Retailers are dealing with new challenges driven by technological disruption and the ever-increasing expectations of customers who crave personalization and instant gratification. The one trend that’s...
It’s no secret that today’s customers want to make purchases any way they choose. They want choices that include price and product configurations, new buying...
It’s no secret that today’s customers want to make purchases any way they choose. They want choices that include price and product configurations, new buying models such as subscriptions, and prefer brands that know when to offer hands-on help, especially as digital and sales-assisted buying experiences continue to blend. Great sales teams are advocates for their customers, and being a great advocate starts with getting better recommendations, not just better customer...
It’s no secret that today’s customers want to make purchases any way they choose. They want choices that include price and product configurations, new buying models such as subscriptions, and...
Ventana Research has published its 2019 Value Index for Sales Performance Management (SPM), ranking Oracle as the top vendor on the list. Covering seven...
Ventana Research has published its 2019 Value Index for Sales Performance Management (SPM), ranking Oracle as the top vendor on the list. Covering seven categories, the Value Index leverages unique methodology and research-based analytics to assess how well vendors’ offerings meet buyers’ requirements for software that enables and supports sales performance management. Companies that rank in the top three of in any category earn the designation of Value Index Leader, and...
Ventana Research has published its 2019 Value Index for Sales Performance Management (SPM), ranking Oracle as the top vendor on the list. Covering seven categories, the Value Index leverages unique...
By Indrajit Sen, Director, Sales Cloud Product Management, Oracle More than 75% of world trade flows through indirect channels, according to research from a...
By Indrajit Sen, Director, Sales Cloud Product Management, Oracle More than 75% of world trade flows through indirect channels, according to research from a January 2019 Forrester blog post, "What I See Coming for the Channel in 2019" by Jay McBain, Principal Analyst of Channel Partnerships & Alliances. If your organization has a network of partners reselling your products and solutions, you’ve likely heard of or operated under the rule that 20% of partners generate 80% of...
By Indrajit Sen, Director, Sales Cloud Product Management, Oracle More than 75% of world trade flows through indirect channels, according to research from a January 2019 Forrester blog post, "What I...
