Articles
Tag: chris bucholtz
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Sales Ops Transforms to a Driver of Strategic Business Decisions
Salespeople get the kudos, earn the bonuses and get their names on the leader boards. The deals salespeople are credited with closing determine their career trajectories. Behind the curtain is the salesperson’s sales ops team. Without this team, the salesperson’s path to success would be impossibly rocky.
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Save Your Sales Job From Extinction with These Skills
The threat of extinction has loomed over the salesperson for a long time.
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Cautionary Data Analytics Lessons from the Battle of Britain
We now have vast quantities of sales-related data at our disposal. If you use automated systems for compensation management, quoting and configuration, territory and quota, marketing and any other sales or marketing task, all of the related intelligence is at your fingertips. But having it is not enough.
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Assistive Technology Will Enhance Salespeople, Not Replace Them
Every time a new generation of sales technology comes along, more salespeople disappear. From shore to shore, north to south, salespeople leave the profession in droves, eradicated by the ruthless efficiency of computers, software and increasingly smart machines. OK, none of that is true.
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Marketers: Are You Leaving Your Sales Teams in the Dark?
Boilerplate recitation of features and functions won't move today's B2B customers. Those customers have invested a lot of time in research before meeting with a vendor — which means the vendor better have studied up as well.
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Identifying the Weak Link in Your CRM Evolution
Hint: It's not technology
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Expectations Outpace Innovation with Sales and Marketing Tools
What a difference a year makes. For the last two years, I’ve surveyed sales and marketing professionals, asking them the same questions focussed on technology, process and people.
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How the IoT Will Shake Up Sales and Marketing
2016 promises change for a select set of sales and marketing professionals due to the rapid arrival of the Internet of Things. Device proliferation is taking place at a brisk pace — according to Gartner, 6.
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Brace Yourself: Generation Customer is Already Here
Humans have an innate need to classify things — including ourselves. We’ve devised shorthand phrases for grouping people chronologically stretching back nearly a century: the Greatest Generation, the Baby Boomers, Generation X, Generation Y, the Millennials. The thinking goes that each generation has its own set of behaviors.
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10 Sales Metrics that Provide Actionable Insight
When it comes to evaluating your sales and marketing processes, there are a handful of metrics that can sum up the entirety of your performance. These deal with either total top-line revenue or the profitability of new deals. And while they’re supremely important, they’re also somewhat opaque.
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Perspectives on the IoT and Customer-Centric Selling
I’m always amused when someone proclaims we’re now in “the Big Data Era.” It suggests that somehow the amount of data has increased, as if the world is now operating in a different way. In reality, all that has changed is our ability to record and, more importantly, analyze data.
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Poor Sales Enablement Will Get Your Content Manager Fired
Have you ever seen your content manager at work? He or she is hunched over the keyboard, pounding out your latest great content piece, or on the phone cajoling a freelancer to get something turned in that’s overdue.
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Don't Let Manual Processes Hold Back Your Business
The expression “penny wise and pound foolish” is perhaps a bit harsh, but mid-sized businesses are often the living embodiment of the idea.
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Stop Flailing About with Content Marketing
Nearly every company recognizes the value of content marketing, but getting from that recognition to a program that works, both internally and externally, is a tough process. It’s not just a matter of writing stuff — it’s a matter of writing stuff that leads to a sale.
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