http://www.ezidocs.com/the-sizzle/What's hot in sales and marketingcopyright ezidocs.com limiteden-NZSquarespace Site Server v5.0.0 (http://www.squarespace.com/)leadershipTonyThu, 28 Aug 2008 21:03:51 +0000http://www.ezidocs.com/the-sizzle/2008/8/28/what-makes-change-work.html151916:1404795:2196699download pdf 631kb here) confirms the importance of not only setting clear goals for transformational change in organisations, but the need to bring people along the journey. Results show this is best done by engaging staff early and widely and leading the way from the top. Engagement requires clear, success-oriented and ongoing communication as the principle tactic in a range of means to motivate staff.  Where new systems are a catalyst for process or behavioural change, the same applies - get people in board with the benefits, and understanding what is happening all along the way, the the results are more likely to be what you intend.]]>http://www.ezidocs.com/the-sizzle/rss-comments-entry-2196699.xmlsalesTonyMon, 25 Aug 2008 00:53:30 +0000http://www.ezidocs.com/the-sizzle/2008/8/25/when-is-a-proposal-a-contract.html151916:1404795:2177145When it is accepted. Business proposals can mean many things but their common role is to present an offer to contract and their mission is to facilitate closure.  The level of explanation and material supporting scope, time, price, and terms and conditions depends on what the customer requires. Typically the smaller the job or the more established the relationship, the less is needed. If you have a price advantage, your proposals may need to work less hard to help you close but will need to be convincing in documenting risk mitigation. If, however, your offer is more about service quality, your proposal needs to help establish this position in its content and appearance. Over 80% of proposals will be unsolicited or respond to informal requests so have the advantage of allowing you, the supplier, to define structure and content - others are set in the RFP (there is a great deal of cynicism about RFPs and many businesses avoid blind bidding on them). But even if you try and go directly to contract, after verbal closure, it is good practice to document your offer for clarity and affirmation of your professionalism. In new business connections, this is a defining moment of truth and the last step in successful sales.

]]>http://www.ezidocs.com/the-sizzle/rss-comments-entry-2177145.xmlTonyTue, 19 Aug 2008 22:52:00 +0000http://www.ezidocs.com/the-sizzle/2008/8/19/unrealistic-expectations-on-salespeople.html151916:1404795:2158392Why do some organisations single out individuals or functions to blame for what is a systemic failure or leadership issue? A bit like in-fighting within the sales and marketing divide, Forrester is highlighting the fallacy of situations where front-line staff are expected to hold all the complexity of product and pricing offers in their heads. What group psychology is in play here? Smart companies leave the institutional complexity under the hood.  Frustrated managers that want to shoot the messanger should instead just go for the famous big red button.

]]>http://www.ezidocs.com/the-sizzle/rss-comments-entry-2158392.xmlSaaSinnovationTonySat, 16 Aug 2008 23:22:21 +0000http://www.ezidocs.com/the-sizzle/2008/8/16/the-secret-of-saas-for-enterprises.html151916:1404795:2145069

SaaS is the way systems will be delivered in the future. The benefits are just too compelling. Most first generation SaaS applications, however, are designed for consumers or small businesses. This business model is favoured by investors who promote highly scalable out-of-the-box solutions because they make for a more stable (large) instal-base that achieves economies of volume. This model works for investors but not really for enterprise customers.  Enterprises pose unique challenges for SaaS. From identity/access, to data/operations and regulatory compliance; MSDN identifies the integration considerations and implications here (with a one-page summary). The secret, however, is for SaaS to be configured and supported for individual enterprises by solution providers. These tailored SaaS models will be delivered either by SaaS owners with local focus or third party aggregators who create context-specific support (a gap identified in the all-SaaS business concept). The trick is to make this work for investors.]]>http://www.ezidocs.com/the-sizzle/rss-comments-entry-2145069.xmlDesignTonySat, 09 Aug 2008 21:38:03 +0000http://www.ezidocs.com/the-sizzle/2008/8/9/usability-and-action-theory.html151916:1404795:2110643Automation of any process involves creation of human-machine interfaces; and be it on the factory floor or in business software, there are some common principles to good interface design.  People need boundaries if they are to operate efficiently, and interfaces can be the rails on the bridge that enable them to get from A to B as quickly and as accurately as possible. Where people are required to interpret instruction or follow an order of process, good usability will enable this in a natural, less cognitive, but completely informed way.  While we push these boundaries continuously, the science is well understood. There is a good overview of models and interfaces in this dissertation by Leshan Li on Action Theory and Cognitive Psychology in Industrial Design (pdf 559kb). (Not surprisingly, a paper that is quite readable even if academic).

]]>http://www.ezidocs.com/the-sizzle/rss-comments-entry-2110643.xmlTonyThu, 07 Aug 2008 02:41:05 +0000http://www.ezidocs.com/the-sizzle/2008/8/7/greening-the-power-of-paper.html151916:1404795:2092925United States Postal ServicePaper is a powerful medium for carrying a message. It is not only accessible by the unwired, preferred for review by many, and most easily shared in meetings, but a printed piece appeals to the most basic levels of a person's senses: texture, true colour, and its accoutrements target the senses and leave a lasting impression. This sensory delight is part of what makes paper documents special. Paper should also be considered the elite medium for customer and business documents because of what it costs the environment. Direct mailers recognise this and, while leveraging the effectiveness of mail marketing, many are making efforts to be a little greener. DM is an easy target, however it only adds 2.4% of land fill, where over a third is other methane producing waste paper and paper products. Business can play a role by not printing draft content or unnecessary pages (try the free app GreenPrint to save the trees) - get it right digitally before publication. And, given the wood pulp yield of a tree is only around 50% by weight, you should at least recycle (or go even further and consider non-wood paper such as hemp or banana).  

]]>http://www.ezidocs.com/the-sizzle/rss-comments-entry-2092925.xmlwhy can't you see the future, it's here!innovationTonyWed, 06 Aug 2008 01:52:01 +0000http://www.ezidocs.com/the-sizzle/2008/8/6/future-proof-yeah-right.html151916:1404795:2086786superstructing at the Insitute for the Future (check the date on the "GEAS press release" before getting too spooked).  It also pays to keep an eye on the stories of professional futurists - those with the resources and brains dedicated to trend monitoring. Great food for thought and ideas can always be found at trendwatchers, and one of the best presentations I have seen in a long time can be downloaded from the Global Business Network here. Entertaining, inspiring, and a little scary.]]>http://www.ezidocs.com/the-sizzle/rss-comments-entry-2086786.xmlpersonalisationCorporate marketingsalesTonyTue, 05 Aug 2008 01:13:47 +0000http://www.ezidocs.com/the-sizzle/2008/8/5/automation-not-alienation.html151916:1404795:2078754staff as robots. See Alan Zell's experience in the wedding registry business. If your enterprise has a case for process automation, your products or pricing are probably relatively complex and its likely you can deliver to quite specific customer needs. Use the automation opportunity to build relationships through personalisation of your customer communications and offers. Talking to people as individuals is more customer-focussed than being efficient and will give you a far more positive result - business and reputation growth.]]>http://www.ezidocs.com/the-sizzle/rss-comments-entry-2078754.xmlCorporate marketingsalesinnovationbrandingTonySun, 03 Aug 2008 22:34:03 +0000http://www.ezidocs.com/the-sizzle/2008/8/3/mean-what-you-say-and-say-what-you-mean.html151916:1404795:2069975Authenticity - a big term in branding today. A reflection perhaps of the new standards of transparency demanded by society (and fuelling social media participation). People are overloaded by marketing messages, cynical about advertising, and distrusting of ulterior motives - like selling you something.  There was a good Fast Company article on this last year. What's most important in underpinning authenticity is delivering on your brand promise. To this end, NZ label Icebreaker is breaking ground with evidence of its brand integrity by launching this month the Baacode. This enables you to trace the wool in your merino garment all the way back to the high country station where it was grown.  Authenticity is the new brand benchmark so businesses need to now more than ever to be sure to speak honestly, openly and with actions as much as words. Better to be humble and factual and have your raving fans build the hype.

]]>http://www.ezidocs.com/the-sizzle/rss-comments-entry-2069975.xmlCorporate marketingleadershipsalesinnovationTonyThu, 31 Jul 2008 23:52:05 +0000http://www.ezidocs.com/the-sizzle/2008/7/31/sales-marketing-divided-and-conquered.html151916:1404795:2046494More evidence of the sales and marketing divide is seen in the latest study from the CMO Council: "Driving the Bottom Line from the Front Line" (register to read). This highlights how few teams are aligned and what damage this creates to the effectiveness of go-to-market efforts. Less than 20% say their sales and marketing organisations are extremely collaborative, and less than half have taken steps to bring them together. Tragic how we get wrapped around our own axle. The solution is actually not that hard - it comes down to respect, empathy and listening to the needs and assumptions of the other party - each has much to learn and contribute but only together can the value of new initiatives be realised. See further commentaries from Brian Carroll here and Todd Ebert here.]]>http://www.ezidocs.com/the-sizzle/rss-comments-entry-2046494.xml