Sales Enablement
The ValueCYCLE
In episode 21 we looked at the heinous crime of the murder of sales enablement and in 22 we revealed whodunit. We also discussed the elusive nature of value and why it is so hard to capture.
In this episode we reveal how technology company executives can crack the sales enablement conundrum using ChangeBEAT ‘s ValueCYCLE to make their companies more customer centric, to increase value, and to drive big improvements to both sales and profits.
Published - December 2010
It’s the Value, Stupid!
In the last episode we asked "Who murdered sales enablement?" and today we reveal whodunit. Along the way we take a hard look at why it is that so much of the time and money spent on sales tools and marketing collateral actually worsens sales productivity.
As Bill Clinton nearly said "It’s the value, stupid". Or rather, for most technology companies it isn't, because value is like a genie and hard to put in a bottle.
In our war story we tell how a wise sales guru helps an aspiring high flier to learn what value really is.
Published - June 2010
Who Murdered Sales Enablement?
A most heinous crime is draining the bank balances of many technology companies and impoverishing their employees. It is the cause of much ill feeling, aggravation and frustration within these companies and of cold indifference from their customers.
The crime is that someone has murdered sales enablement and in this episode we ask you to consider the suspects, review the case notes and be the judge.
Published - March 2010
How to download the above podcast episode
You can download individual episodes of our podcast directly to your computer. Right click on the “Listen Now” link and follow the instructions to download the MP3 audio file. Alternatively, subscribe to the podcast and automatically receive new episodes as they are released.
The ValueCYCLE
In episode 21 we looked at the heinous crime of the murder of sales enablement and in 22 we revealed whodunit. We also discussed the elusive nature of value and why it is so hard to capture.
In this episode we reveal how technology company executives can crack the sales enablement conundrum using ChangeBEAT ‘s ValueCYCLE to make their companies more customer centric, to increase value, and to drive big improvements to both sales and profits.
Published - December 2010
It’s the Value, Stupid!
In the last episode we asked "Who murdered sales enablement?" and today we reveal whodunit. Along the way we take a hard look at why it is that so much of the time and money spent on sales tools and marketing collateral actually worsens sales productivity.
As Bill Clinton nearly said "It’s the value, stupid". Or rather, for most technology companies it isn't, because value is like a genie and hard to put in a bottle.
In our war story we tell how a wise sales guru helps an aspiring high flier to learn what value really is.
Published - June 2010
Who Murdered Sales Enablement?
A most heinous crime is draining the bank balances of many technology companies and impoverishing their employees. It is the cause of much ill feeling, aggravation and frustration within these companies and of cold indifference from their customers.
The crime is that someone has murdered sales enablement and in this episode we ask you to consider the suspects, review the case notes and be the judge.
Published - March 2010
How to download the above podcast episode
You can download individual episodes of our podcast directly to your computer. Right click on the “Listen Now” link and follow the instructions to download the MP3 audio file. Alternatively, subscribe to the podcast and automatically receive new episodes as they are released.
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'The ValueCYCLE'
'The ValueCYCLE'
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