by danielbpatton | Apr 14, 2010 | #B2BSales
Top-performing sales organizations are meeting the challenges of identifying the most likely buyers of their products and services through the deployment of sales intelligence solutions that introduce a wide variety of data streams to their front-line staff. By...
by danielbpatton | Mar 1, 2010 | Uncategorized
Kevin Martin, in the Human Capital Management group at Aberdeen, details important factors contributing to best-in-class performance in employee onboarding: In February 2010, Aberdeen’s research on Onboarding will uncover the organizational performance impact of...
by danielbpatton | Mar 1, 2010 | Uncategorized
I just completed a contract for a friend in the proposals world. Her team produces enterprise software proposals for the public sector, and she wanted a functioning knowledgebase of reusable solution and selling content. I designed a solution for her based on the...
by danielbpatton | Feb 11, 2010 | #B2BSales, #ContentStrategy
[Note: This is the second of a two-part series on Sales Knowledge Management. Read part 1] SKM and the Sales Manager Sales Management is responsible for annual, quarterly and monthly metrics, account, sales, revenue, and profitability goals—not to mention the...
by danielbpatton | Feb 10, 2010 | #B2BSales, #ContentStrategy
Today many company’s are making significant efforts toward sales effectiveness—goals are clearly communicated, the methodology is defined, recruiting and ongoing education of reps is stronger than ever, support teams are in place for lead generation and incubation—and...