Topic

sales knowledge management

A collection of 45 issues

Sales Reporting Opportunity Cost

Here’s an interesting discussion I had the other day. A company with a field-based salesteam bought salesforce.com a while back with the usual lamentable side-effects. Then they wanted their post-sale delivery people to fill out a new form on potential lead opportunities that their privileged access detected at

Wiki Wacky Wonky

Imagine this scenario. You meet someone involved in sales management. Their current gripe does indeed appear to render them unusually grumpy. They instituted a kind of wiki. The idea was that the sales people in the field would create and add to the collective knowledge of the team by sharing

Knowledge Growth Priorities

I experienced the disarming event of being ‘flamed’ the other day. As I felt sure that the flamer could perhaps modify their stance upon a moment’s reflection, I sent a courteous and considered response. The episode prompted me to look up their website, and I found a tasty morsel

Cloudforce London

I’ve always wanted to admire salesforce.com crm. Yet I remain unconvinced that their flagship product helps salespeople in my b2b solution arena in the ways they suggest. My experience needs context. This is that traditional sales automation software is even worse. And that I firmly believe support of

Improving Team Skills

I recently read a frustratingly impenetrable article [http://www.strategy-business.com/press/article/08407?gko=31376] which had piqued my interest through its broken promise to provide insight from the doyen of knowledge management, Ikujiro Nonaka. Every single salesteam I encounter struggles with how to unlock the nous of their

What Info Is Thin On The Ground?

From the blog of a London Business School strategy prof, I happened across an explanation of how people become seen as beacons of killer info [http://freekvermeulen.blogspot.com/2009/01/information-overload-and-how-to-deal.html] . When I deliver solutions aimed at spreading best-practice throughout each nook and cranny of a salesteam, the

What Makes A Good Proposal?

One of my clients is having an overhaul of how they present Proposals to prospects. They’re conscious that attempts at making production of such compelling sales collateral easy for reps have failed beforehand. A previous English regime spent many long hours creating a standard document, from which a 71-page

Proving Customer Delight

Here’s a tale from a successful small software house. They’ve around 200 customers, and operate on three continents. When making first appointments on the phone, conducting them in person, and responding after by mail, they like to use quotes their customers give them, saying how wonderful they are.

CRM Malaise Not Restricted To Reps

I am really made up that I’ve just hatched a new product idea, given the experiences from two of my customers recently. Both have around 20 sales people in the UK, strewn all over the place. One has Goldmine as their crm – the reps only use it when they

The Pawnbroker Approach

Been enjoying working with a fella called Mike Turner, who sounds like a bit of a guru on the evolution of sales support. He likes to draw joined up sales intel thinking as a pawnbroker’s logo, namely three circles in a triangle configuration. The first two are fairly commonplace,