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When it comes to the sales call, the selling company must meet the buyer where they want to be met. Now I’m not just talking about the coffee shop, or the sales presentation itself, but at every level of buyer expectation. Today we’re explaining how SKURA Sales Enablement software puts the buyer’s desired channel, knowledge, and decision journey stage in focus.

The CMO role is changing, yet at the same time is becomming more of what it's already been. The question is whether you see marketing as a game of american football - turnbased, hard-hitting, and regimented, or hockey - high speed, quick plays, and persistent awareness? This post will take a fresh look into this ever evolving role, and provide 5 suggestions for what the CMO should focus on.

This article takes an introductory look into sales execution in 2015. There are changes happening in every industry, and much of it comes from new strategies for customer-facing communications as a direct result of technology-based trends and evolution. See why digital content marketing is like a chicken and egg conundrum, and 5 execution priorities to focus on when looking to enhance any sales process.  

This week we take an introductory look into sales and marketing alignment. Starting from the 101 of exactly what sellers and marketers do in 2015, and leading up to 5 best-practice recommendations to make sales and marketing alignment happen more easily at your organization. Technology solutions that many marketers use today will be examined, and some suggestions for making the 5 best-practices more attainable will be explained. 

This week we examine the need-to-know concepts, strategies, and do's & don'ts of social media engagement for more effective use of digital content, and an enhanced sales process that can position the sales rep as a trusted conceirge before they ever suggest the product or service, let alone solutions.

The role of the sales executive in building a high performance team is changing, and this is largely due to the shift in communications to digital content based interactions. Executives far and wide are being told to do more with less, and make better use of supportive technology. 

The fundamentals still play a crucial role in this new paradigm, and this week we take a fresh look at those fundamentals of sales performance management, and how new thinking is weighing in on traditional concepts. 

What is sales enablement? It’s almost impossible to put your finger on an exact sales enablement definition. This is largely because of two reasons, one: the market is relatively new, and each player tends to define sales enablement in their own way, and, two: enablement isn’t actually a real word (yet), as I’ve come to realize through composing my written content on Microsoft Word.

This week we take a stab at defining sales enablement by combining and analyzing a number of external definitions. We also examine why we need sales enablement as it relates to current trends, and whether the current model is mitigating challenges, or chasing symptoms.

Motivation is a tricky subject, everyone has a different level of motivation, things motivate people differently, and motivation can even fluctuate several times in a single day. This reality makes it difficult to accurately pinpoint the root of motivation. Thankfully, the science of motivation, that is, the various components that influence motivation, is well documented. This week we take a light hearted, scientific look into how motivation works for the Sales Rep, and how you can maximize the motivation of your sales team.

Content marketing, or, inbound marketing (whichever you prefer) is a growing challenge for many vendor marketers, and as the amount being spent on content continues to rise, it is imperative that content be used correctly at each stage of the decision journey. This week we examine 15 of the top content marketing types, how they apply to the stages of the decision journey, and how you can optimize the entire digital content sales and marketing process from end to end.

Sales training is big business. Every company participates in it, and many new and intuitive ways of training Reps have popped up over the last decade or two, but something isn’t working. The state of the Sales Rep is in a continued decline, the humble sales presentation is losing effectiveness, and buyers are starting to find Sales Reps less and less meaningful to the sales process.

Today we examine where and why Sales training is and is not effective, and how to rebalance the scales of buyer-seller relationships in the face of declining motivation, and greater investment in training.