Category Archives: Evolving Enterprises
Lead Qualification – Resolving the conflict between sales and marketing
Biggest Sales Challenge – Generating high-quality leads
According to a recent report by MarketingSherpa, the biggest challenge for sales people is to generate high-quality leads.
To try and understand why it is such a big challenge, we must first answer the question – what exactly are “high quality” leads?
Also posted in B2B Sales Process, Sales Activity Management 6 Comments
Netflix – Freedom and Responsibility Culture
Netflix’ internal presentation on Freedom and Responsibility for employees is a great reference for how evolving enterprises can set policies for employee engagement.
This could be a good guideline for Reach1to1’s own policies.
[Found via Techcrunch]
Also posted in Employee Engagement Leave a comment
Communication Problems are actually Process Design Problems
When working in teams, small slip-ups and sometimes big goof-ups are often justified by “communication problems”.
Justin Roff-Marsh, proponent of his highly effective Sales Process Engineering methodology that incorporates the techniques from Theory of Constraints into the sales process – has written an excellent article on his Sales Process Engineering blog, where he explains “Why the [...]
Also posted in Sales Activity Management, Workflow Management Tagged Milestone, teamwork, Workflow technology Leave a comment
Web Content Strategy – How to Plan for, Create and Publish Online Content for Maximum ROI
Joe Pulizzi, a thought leader, speaker, writer and evangelist for content marketing, is founder and chief content officer for Junta42, a content marketing/custom publishing community search engine and resource, helping businesses of all sizes learn how to create valuable, relevant and compelling content. Joe has authored several useful resources, including a free eBook and several [...]
Also posted in Information & knowledge management, Web Content Strategy Tagged website design Leave a comment
Employee Engagement – a Towers Perrin study
Towers Perrin is a global professional services firm that helps organizations improve performance through effective people, risk and financial management. Don Lowman, who is Managing Director of the Human Capital Group in Towers Perrin recently wrote on his blog about how he has spent half his life working at Towers Perrin.
This is [...]
Also posted in Employee Engagement, Information & knowledge management 4 Comments
CRM does not improve sales performance
Dave Hurlbrink writes how conventional CRM or SFA applications are not designed to serve the needs of a sales person. The value proposition of a “360 degree view of your prospect/customer” is not what the sales person needs to improve his performance.
A sales person is already juggling with multiple opportunities in the pipeline that are [...]
Also posted in Sales Activity Management, Workflow Management Tagged opportunities, sales, sales performance Leave a comment
B2B Marketing – a four-point transformation strategy
Laura Ramos – VP, Principal Analyst at Forrester Research focuses on effective lead management, lead nurturing, sales and marketing integration, the development of targeted messaging and winning value propositions, installed base marketing, and the use of digital media and the Web to build customer engagement.
Laura writes about her recently published report that recommends a four-point [...]
Also posted in Sales Activity Management Leave a comment
Characteristics of Evolving Enterprises
While reviewing the new book The Power to Predict: How Real Time Businesses Anticipate Customer Needs, Create Opportunities, and Beat the Competition by Vivek Ranadive, the CEO of TIBCO, Dennis Howlett highlights some characteristics that evolving enterprises exhibit to become super successful.
Posted in Evolving Enterprises Leave a comment
Expense Claims Workflow
Companies having a team that is distributed across multiple locations, with a centralized accounts department find it cumbersome to process expense claims by employees. This article suggests an expense claim workflow that is best suited for such distributed teams.
Performance Incentives – Risks of being counter productive