“To find customers directly, use Twitter’s advanced search function to locate people looking for your particular product or service, said Tim Sobocinski, 37, a regional vice president of sales for the Chicago software-as-a-service company The SAVO Group, which has 1,824…
In my last blog post, I discussed the reasons why you should focus on B and C sellers. Now, I’m going to explain how you do it. It all starts with making a commitment to work with B and C…
SAVO’s own Director of Solutions Marketing, Patrick Viohl shares his insight on how to drive revenue with social collaboration. “While social collaboration is just one aspect of sales enablement, it’s a crucial one. Social technology is changing sales and the process…
SAVO Group Senior Marketing Director Dan Schleifer said sales management should articulate clear usage goals for their iPad-equipped team and use the results to measure effectiveness. This “governance plan” should monitor such sales activities as deals closed, training materials opened…
Sales and Technology – Keys to Success Ventana Research issued a new report this week that evaluates three trends that “sales organizations see as critical to improving their operations and performance: mobile technology like smartphones and tablets, collaborative capabilities and…
Many companies only focus on their top performers or “A players” and spend a significant amount of time and resources supporting these sellers. What happens to the B and C players? These sellers hover within striking distance of hitting or…
“While many organizations invested in customer relationship management (CRM) systems in the expectation that they would be able to manage the sales organization better, Dan Schleifer, senior director of corporate marketing for SAVO, a provider of a namesake suite of…
“What We Have Here is…a Failure to Collaborate” Adam Sarner and Scott Nelson of Gartner issued a strong statement on the state of Social CRM this week, highlighting new research that finds “half of Fortune 1000 companies will not receive…
It seems that every B-to-B enterprise is trying to get a handle on sales and marketing alignment. It’s a good idea, but the task of fundamentally changing how these departments think about their contributions and success is daunting. I recently…
At the recent Forrester Technology Sales Enablement Conference, I spoke with many of my fellow sales enablement practitioners.The most common conversation starter was “where in your organization does sales enablement report?” This prompted a discussion about some of the recent changes…