ECM Executive Commentary
You Can't Buy Customers … But You Can Buy Leads
Gil Cargill of Cargill Consulting Group says lead generation activities produce inquiries, only. Inquiries have to be qualified, nurtured, profiled and cultivated prior to their becoming sales-ready leads.
My Book Recommendation: Good to Great
Debi Besmer of Archelon Enclosures shares keys from the book Good to Great: Why Some Companies Make the Leap...And Others Don't by Jim Collins that are vital to the corporate culture of a great company.
You Can't Teach Ambition
Gill Cargill of Cargill Consulting Group says many entrepreneurs make the mistake of believing that they can turn someone who has little or no ambition into an extremely ambitious person. This is a common philosophical mistake that he sees engrained in the creation of many sales compensation programs.
Become A Trusted Advisor To Customers — Manufacturers Can Help
Cathy McHugh of DVTEL lists ways manufacturers can help resellers maximize their value to their customers.
What "Undercover Boss" Teaches Us
Gill Cargill of Cargill Consulting Group says looking at things from a different perspective can help to ensure you never get caught by surprise.
Who Is Your Company's "Director of First Impressions"
Gil Cargill of Cargill Consulting Group asks you if you can identify your company's "directors of first impressions" and if you approve of the quality of their work.
Prospecting: It’s A Numbers Game
Gill Cargill of Cargill Consulting Group says prospecting is a numbers game but, far too often, the numbers are not adhered to. He reminds sales teams to be tenacious, persistent, yet professional when following up with prospects.
So Many Resources, So Little Time
With so much information available, it helps to have good recommendations that help you find valuable resources. Mary Ellen Grom, Vice President of US Marketing for SYNNEX Corporation shares a list of a few helpful books and websites that keep her focused on what matters day to day, both professionally and personally.
2014: The Year Of The Cloud
Ray Emirzian of docStar tells why businesses should — and will — leverage cloud services.
Winning the Strategic Account Manager Talent War
John DeSarbo of ZS Associates explains the importance of finding strategic account managers with the right skill set and drive to succeed.