What are the key factors that determine whether your organisation is going to be able to realise its full potential? The quality of your people and of your product offerings is clearly critical. But if you have a B2B focus and are competing in high-value, complex sales environments with lengthy decision making cycles, I’d like to suggest 10 questions you should be asking of your organisation...
IF YOU ENJOY THESE ARTICLES, PLEASE SHARE THEM ON LINKEDIN AND TWITTER AND WITH YOUR COLLEAGUES (AND ENCOURAGE THEM TO SUBSCRIBE)
SELL THE DIFFERENCE: Establishing your Unique Solution Value
Is your sales and marketing aligned? If not, you are running the risk of falling behind. Sometimes the signs of a lack of alignment are obvious. Marketing spends money generating leads the sales force never follow up whilst sales people "reinvent the wheel" because they don't want to use the sales tools marketing has created. The Aberdeen Group concluded that the average sales person spends 40-60 hours a month re-creating sales-ready, customer-relevant material they think marketing could and should have produced better in the first place.