Tagged: sales effectiveness

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Salesforce.com Partner Innovation Award

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Receiving one of salesforce.com’s inaugral Partner Innovation Awards (in impressive company with companies like Accenture, Appirio, Deloitte, Cap Gemini, Bluewolf,  and Acumen) for the transformational program of work I led at Smartsalary was exciting and gratifying, not only for the recognition of the innovative work...

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Pipeline Management 101

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As I speak to more customers and prospects it amazes me how many substantial organisations still do not have access to the basic marketing and sales metrics they need to effectively run the revenue generation side of the business.   By basic metrics, I mean KPI’s...

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Sales Effectiveness at Salesforce.com

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Anneke Seley, author of Sales 2.0, recently posted a summary of a presentation at Dreamforce on how Salesforce.com uses their own products to manage their sales team.   She makes a great comment about why a lot of organisation don’t get the most out of their...

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Cross-Channel Retail

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I have been working with the team at LoyaltyTech, a company that delivers business and technology solutions in the demand chain – e-commerce, loyalty programs, customer analytics, and social network integration – paticularly in multi-channel retail environments.    Australian retailers have lagged behind North America and...

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Internet Chat – Why is Australia behind in adoption?

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At dSales we have been looking a lot at web chat technologies and their application as another sales and service channel – LivePerson is a particularly successful provider that we have been working with especially because of their integration with salesforce.com.   It seems that...

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Sales 2.0 consulting

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I wasn’t sure what the definition on Sales 2.0 was, so I looked it up  in Anneke Seley and Brent Holloway’s new book Sales 2.0: “Sales 2.0 is the use of innovative sales practices, focused on creating value for both buyer and seller and enabled...

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Sales Effectiveness

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I’ve been getting up to date on the latest research and information on sales effectiveness in organisations and the stats are remarkable. A recent study by Ernst & Young of medium size businesses ($25m-$1b) in the U.S. and Australia  indicated that 72% said their 6 month...