Insights in the Cloud

 5 Ways to Create a Global Customer-Obsessed Culture to Drive Profits by Bluewolf
 Be responsible for your great customer experience

1. No one can own the customers, but someone owns the customer moment. Narrative affects buying decisions.
2. Be in customer shoes
3. Be in employee shoes
4. Be in executive shoes
5. Invest in employee engagement (people) moreso than technology; there is a 2:1 ration of investment in employee to technology.

Sell to Who's Buying: Sales & Marketing Strategies to Find the Mobilizer
GREAT Discussion From The Corporate Executive Board Company @CEB_Challenger 

Find your 'Coach'

Identify the Stakeholders in the Organization

 NOTE: Skeptics are better than Blockers

Where Does Your Sales Team Focus?

 

Get to the MOBILIZERS

How to Quickly Get to that Mobilizer! A Disqualification Process
Lead Thought-Provoking Insight

• Healthy Skepticism -  Though provoking questions - YES
• Interested in Greater Good? Me (Talker or Climber) vs. We (Mobilizer)? 
• Communication Style? Facts (Mobilizer - Go Getter or Skeptic) vs. Opinions (Teacher)?

• Healthy Skepticism -  Though provoking questions - No
• Do they share useful Information? Yes (Friend or Guide) or No (Blocker)

How to Engage Mobilizers

SALES CLOUD: Optimizing the Lead-to-Close Process
Powerful case studies from Salesforce.com customers and partners

Challenges to Optimize in an organization:

• Vision
• Alignment
• Data
• Process

 

Sales & Marketing Process MUST be in Sync

Each Aspect is Essential - the Process is Incremental 

Share KPIs so We all have Skin in the Game

Keep it Simple. Document.