I’m so happy to post this video! On the one hand it demonstrates that organizations can implement SPE without the assistance of Ballistix. On the other hand it suggests that we’ve made huge progress in our efforts to codify and communicate both the principles and the practice of SPE. Aside from reading our books and […]
A little over a year ago, I posted on our initial experiments with “social media” (or, more specifically, with pay-per-click advertising). That post was well received so this one is an update. Actually, it’s more than an update: it’s a review of our entire US lead-generation machine. I hope it provides you an idea or […]
Welcome to Part 2! Here’s where we dot all the ‘i’s and cross all the ‘t’s. We’ll be talking about roles, workflows, campaigns, technology and much more. But I don’t think we should be satisfied to examine these building blocks in a vacuum. After all, Part 2 is all about practice, not theory. Accordingly, it’s […]
Here’s a brief update on upcoming events: with links to read more and register. I hope to see you at one or more of these. Webinar Build a new sales and marketing process without breaking the bank On May 10 in the US (which is May 11 in Australia) I’m co-presenting this event with Eric […]
Case study: Bas Sol, Perth (Australia) If you are a professional-services firm – or if you track and bill time – I think you’ll find this video very interesting. It’s an interview I conducted just before Christmas with Rosie Davidson, the CEO of Bas Sol, a Perth (Australia) based accounting and bookkeeping firm. I must […]
Our first order of business is to address two questions that have the potential to derail this discussion. The issue is not that these questions expose weaknesses in Sales Process Engineering (SPE). The issue is that these questions stand in the way of our discussion even getting started! Considering the radical nature of the change […]
Four appointments a day, five days a week Jennifer retrieves her Blackberry from her purse and flicks it free of its protective case in one easy gesture. Moments later, she’s talking to David – her assistant back at head office. “Good meeting,” she answers, “you can go ahead and schedule the RDM. Yep, you can […]
The Titanic is Sinking All is not well in sales. The sales environment, in a typical organization (most every organization, in fact), is seriously dysfunctional. But rather than focusing on the obvious dysfunction, management is busy with incremental improvement initiatives: Sales training Sales force automation (technology of various types) Bolt-on lead-generation activities (outsourced telemarketing, for […]
The Holy Grail of technical sales: how to disentangle salespeople from production Whenever we work in a technical-sales environment, this – bar none – is the most valuable idea we bring to the table. Here’s the most obvious symptom of the problem: When salespeople make a technical sale, they inevitably become entangled with production. Their […]
