Digital Transformation: The Fracture of LOB and IT

Fracture of IT and LOB

In 2014, I read a whitepaper about one of the fastest growing trends affecting IT today.  It put me on the path I am on right now…and opened my eyes to the enormous opportunity and threat facing business today.  “The 2014 State of Digital Transformation” white paper by Brian Solis (available for free download here), […]

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Big Data is BIG on Cloud

Big data touches every industry…and every individual in creative and unique ways.  This presents massive opportunity for business, and no longer resides solely in the realm of IT.  Gartner predicts that by 2017, more than HALF of tech spending will occur outside of the IT department.  Cloud is the enabler of this shift, and the time […]

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Prospecting: Elevate Your Game

 Prospecting With any sales role, you need action in order to build, progress and close your pipeline.  When the pipe disappears…so do you.  Level set yourself…remind yourself that you don’t deserve anything…so…go get what you want.  Take action.  Massive action.  Prospecting and building your pipe to bursting so you need to close deals to bleed pressure.

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Selling Analytics? Start with the Lines of Business.

Analytics.  The word is everywhere, and with good reason.  In the recent past, data analytics was used by a handful of people to make smarter decisions for a few business challenges.  Just look at sports.  Player stats were the purview of the superfan, scouts, hitting coaches…until someone in the front office figured out how to […]

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How Many Selling Days Do You Have Left?!

If you are in enterprise sales, you are probably working on a quarterly cycle.  In a calendar year, the following dates are very important to you: March 31, June 30, Sept 30, Dec 31 Every quarter has about 90 days in it…and that seems like a plenty long period of time when it comes to forecasting your deals. […]

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Does your team LOVE Sales? Are they really SELLERS?

Take a look at the makeup of your sales team.  Do you think they are Sellers?  Do you know what a Seller is?   Seems like an obvious question, but when you peel it back, you realize that there are a lot of roles within “sales” that don’t really amount to selling.  This is especially true in large […]

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Sales is hard. Here are 11 ways through it.

  There is a hard truth about sales.  As a rep…You…Deserve…Nothing. That’s a punch in the mouth. Good. Choke down that dose of reality and get on with it. Don’t let 2016 be a repeat of every single year you can remember. Challenge yourself to live it differently. We don’t always have what we deserve. […]

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