ECM Executive Commentary
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Why To Use The “New Math Of Sales Excellence”
2/6/2015
The purpose of this report is to explain why the typical sales organization that believes that sales is a numbers game is correct, but not accurate. I know my words may be a little confusing, but bear with me for just a moment. As always, sales is a numbers/activity game, but the numbers have changed.
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The Top 5 Traits To Look For In A Sales Rep For Your IT Solutions Provider
2/5/2015
Love ‘em or hate ‘em. Sales reps run the gamut between all-star and dead weight. What should you look for before you pull the trigger and hire one?
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Left In The Lurch: Survey Shows Lack Of Vendor Support Dampens Partners’ Enthusiasm For Emerging Tech
2/2/2015
Despite a steady drumbeat of industry optimism over emerging tech such as Big Data, software-defined networking and the Internet of Things, solutions providers take a generally dim view of opportunities in the most hyped technologies.
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Four Steps To Casting A Clear Vision
1/15/2015
Vision casting is one of those topics that most people tend to run from. It seems mystical to many. The reality is that not only is it a discipline, but a very important skill to have and implement if you want to succeed both personally and professionally. Scripture says it most clearly when it says in Proverbs 29 “where there is no vision, the people perish.” Many small businesses today flounder around because the vision has not been defined even by the leaders and certainly has not been shared with the team in a way that compels them to want to participate.
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Ask Coach: Tap Into The Power Of Your Team To Set A Strategic Path
1/15/2015
How do I set a strategic direction for the company? The “how” is a relatively simple process. The implementation of the process is the hard part — but more on that in a minute. Procedurally, I’d recommend something like the following steps:
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Your Top 5 New HR Habits For 2015
1/14/2015
Happy 2015! The start of a new year brings so much hope, promise and excitement for us all, both personally and professionally. And while many business owners and managers have spent the last few weeks focused on strategically planning execution of their 2015 business plans, I would suggest few have given much thought to their HR strategic plans. So here’s my shortlist of HR “habits” every leader and company, big to small, needs to incorporate into their 2015 plan (and every year thereafter).
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Israel’s Bookshelf: New Year’s Edition
1/14/2015
If I am completely honest with all of you, I buy way more books than I read. On average, I probably buy three or four books a month. In addition to those books, I normally get three or four a quarter sent to me from publisher and marketing friends in hopes that I will be part of the social media team that will help promote the book. I say all of that to make the point that the books that I suggest in this column are the ones that I don’t simply read, but that I engage with … books that significantly impact my thinking.
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Vital Steps For Sales Success In 2015
1/5/2015
This article is going to address some numbers that most salespeople and business owners overlook. But, these are truly the vital numbers, or metrics, that will spell tremendous success for you and/or your team in 2015. Most of us recall the old mantra of “calls plus demos equals sales.” And, that’s true, but it is not as effective a philosophy today as it was back in the last century.
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Will 2015 Mark The End Of The Backup Appliance?
12/30/2014
And, if so, what does that mean for your margins?
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Ask Coach: What’s The Process Behind Developing A Leadership Team?
12/23/2014
How do I develop a true leadership team? Well, that’s a topic that could consume an entire library of books! That said, let’s see if we can’t whittle the topic down to a manageable scope. Beginning with the end in mind … effective development always starts with defining success. Said differently, ask yourself if you have a clear sense for what a real leadership team looks like?