Is there any rational B2B salesperson who believes their performance, revenue generation will be “amplified” with another CRM extension, another sales ops system, or now, “revenue amplification?” Really? Like who? There were days, long ago, when a salesperson had a territory, lived in it for years, knew all the influencers, the competitors, the prospective customers, […]
3 Sales Tribes Defined By Sales Distraction Software Read More »
Pick your number – 70% of sales reps in B2B enterprise technology sales do not make quota. Some say 80% – whatever it is, it’s the majority. Everyone is familiar with the common excuses – customers find what they need on the internet. Companies have all the technology they need, so new stuff doesn’t get
Many business leaders claim to seek disruptive technology launching them beyond the grasp of their competitors. Do they really want disruption? True disruptive advancements are inherently discontinuous. The Disruption Paradox = business leaders attempting discontinuous advancement with incremental tools. Incremental and disruptive are opposites. Let’s take the most compelling example today. Major businesses claim they
Have you noticed the growing number of LinkedIn or tech magazine posts about the CIO who went to the cloud and “digitally transformed” an app portfolio? If you haven’t you are way too caught up worrying about face masks. Why is there no transformation criteria list? If there is, why can’t we see it? Why
Who’s Hiding The Digital Transformation Criteria List? Read More »
Movement to the cloud accelerated the desire to rebuild applications with lower costs, apps more responsive and competitive benefits. It is not happening. There are several reasons a reported 70% of application transformations fail. One is that the cloud is just someone else’s data center using the same technology stack the apps previously used. The
Development’s Dirty Secret – Nobody Knows Their Data Read More »
The dirty little secret about transformation is everyone wants digital transformation but nobody wants to change. Articles accumulate featuring CIOs who led a digital transformation; they moved to the cloud. Everyone knows there is no cloud. It is just someone else’s data center. Apps do not run faster in the cloud. They do not cost
Some concepts sound good until you think about them a bit. Hiring a “digital native” salesperson living on social media is one of those things. It is absolute nonsense if you think it through. Let’s experiment. You go first. You are the buyer of a critical product. It will, if properly implemented, deliver a significant
We Don’t Hire “Digital Native” Salespeople. Neither Should You. Read More »
The sales training industry is an inherent contradiction. Great salespeople make too much money to offer courses in social media selling or sales training. Who does it? Those selling training desperately need the work. They never made big money selling. That’s OK, sales are where the top of the profession wins most of the dollars.
Can Mediocre Sales Talent Train Your Sales Force? Read More »
Actually, they never departed. The lone wolf salespeople, you know them – the ones who hate process, think CRM systems are junk food for metrics-minded idiots, and blow out their numbers – are alive and well. Any endeavor, any product, trends toward homogenization. Unique products attract knock-offs. Cutting-edge ideas are overwhelmed with imitators, sold cheaply.
“Understand the buyer’s point of view!” That’s what marketing teams tell us as they fail to apply it to the single most important part of the buyer’s life – being overwhelmed with marketing. We live in an age of marketing pollution. Every startup, particularly in high tech, buys the DiscoverOrg databases, hires a bunch of
Marketing Pollution: The New Reality For Sellers Read More »