Bloobirds Sales Operations Playbook
Greetings all! I’ve been featured in Bloobirds ‘The Sales Operations Playbook‘ 14 actionable tips you can apply right away! Download the full playbook here. Let me know what you think. What other tips do you have?
Driving SalesTech, Rather Than Letting SalesTech Drive You
Earlier this year I was fortunate to be invited to speak at SaaSGrowth Summit. This was a fabulous event run by James Ski (of Sales Confidence) and Lauren Cartigny. Links to the fabulous other speakers are here You can watch my 7min talk on Youtube here: Any c
Millennials and AI
Undoubtedly, two of the biggest trends changing the sales landscape at the moment are millennials and AI. I wrote a blog about millennials not too long ago. Much has been written about the negatives of the changing generational dynamic but I think it represent
Sales Acceleration Technology: CPQ (Configure, Price, Quote)
This blog is the last in a series which started with Avoiding Failure In Your Sales Acceleration Project and whilst past blogs focused on Incentive Compensation and Call Technology, this blog will focus specifically on CPQ (configure, price, quote) functionali
Sales Acceleration Technology: Call Technology
Following on my blog about Avoiding Failure in Sales Acceleration projects I wanted to cover some examples of common sales accelerations technology. I wrote a blog about Incentive compensation a few weeks ago. This blog will talk specifically about call techno
Sales Acceleration Technology: Avoiding Failure
Recently I wrote a blog around business readiness, which I feel is at the root of why most business change projects fail. Why? At the end of it, all change comes down to people and poor people management through a transition will almost always spell failure. T
Drive Productivity Through Digital Content Management
There are a number of different technologies to improve sales productivity. Ensuring the right documentation at the right time is in sales people’s hand is an incredibly important sales enablement activity. A few stats to ponder: IDC estimates 40% of marketing
Using AI to Accelerate Sales
Last week I attended a great event put on by NewVoice Media. The most interesting speaker was Martin Hill-Wilson from Brainfood Consulting. He was an exceptionally engaging speaker and his talk was on a very hot topic, artificial intelligence (AI). Inspired by
Work Faster not Harder: Help for Sales Development Reps
This post is the second in a series of about Sales Development Reps (SDRs). Blog 1: Sales Development Rep Call Success Blog 2: Sales Development Rep Technology Blog 3: Sales Development Staffing, Organisation and Goal Setting One of the common characteristics
Account Based Marketing
I recently had a lunch where the topic of targeted account marketing (TAM) came up. This is also known as account based marketing (ABM) and has become a key focus area for sales and marketing ops teams in recent years. According to Sirius Decisions, and its St
Leverage Millennials to Transform Your Sales Org
I’ve read a number of interesting articles lately on the topic of millennials in the sales and marketing world. Some Reading Earlier this year I read a great article from Xactly’s Jordan Scott on the topic of motivation. Recently I read SiriusDecisions’ Alan
Evernote
A friend told me about Evernote the other week. She was penning a grocery list for the festival we were headed to over the weekend and explained this way, we could add things to the same list. My initial reaction was ‘pretty cool’, so I downloaded and we made