"A must read for IT salespeople"
Millions of salespeople sell into IT around the world, but few of them actually understand what it's like to be on the other side of the table. This book changes that.
Sales and Marketing Performance Blog
"A must read for IT salespeople"
What could be better to drive book sales than a super successful tech company not so secretly trying to squelch your muckraking, hilarious and soon to be published book.
Answer, nothing; and all the more fodder for the amusement and delight of supporters on both sides. Disrupted has already hit the NY Times top 5 best seller list on its first week.Read More
Making a great cup of tea has nothing to do with making a sales call, does it?
Drinking a great cup of tea has a lot to do with the daily enjoyment of life and like many things worth doing, it requires an appropriate set of tools, a process and it takes time to achieve the desired result. So does making a great sales call - doesn't it?
Today PwC published their global 2016 economic crime survey.
This is a comprehensive 56 page survey and will be of interest to senior executives in every company.
Cybercrime is sophisticated, organized and it can bring down your company.
Nobody is immune to the threats posed by organized cybercriminals, activists, terrorists, nation states and a variety of miscreants including your own employees.
Excerpt from article introducing report, "This year’s global economic crime survey points to the disquieting fact that too many organisations are leaving first response to their IT teams without adequate intervention or support from senior management and other key players. What’s more, the composition of these response teams is often fundamentally flawed, which ultimately affects the handling of breaches.
From our firm-wide work on digital strategy and execution with thousands of companies globally, we’ve identified practices that distinguish leaders in the digital age. Chief among these is a proactive stance when it comes to cybersecurity and privacy. This necessitates that everyone in the organisation – from the board and C-suite to middle management and hourly workers – sees it as their responsibility."
We, at Centrify believe in creating least privilege, least access policy as an immediate first step in reducing risk. Policy coupled with MFA across cloud, mobile and data center can eliminate the cause of the majority of malicious #cybercrime and #databreaches.
Here is a link to the summary pagehttp://www.pwc.com/gx/en/services/advisory/consulting/forensics/economic-crime-survey/cybercrime.html
To directly download the article
I've been consulting on sales productivity for 12 years and published my first blog on the subject,
Topics: sales productivity
Reducing Sales Ramp 2.
Ramping new hires quickly in a SaaS business is key to accelerating business growth.
In part 1 of this post I discussed the high cost of a slow ramp and the causes of the slow sales ramp problem. I shared some ideas on hiring better quality sales talent excerpted from Mark Roberge's new book, The Sales Acceleration Formula and discussed 21st. Century learning concepts.
In this post I will examine specific high value steps to accelerate sales competency, including;
- Understanding how your customers buy.
- Capturing your "Why Change" Story that everyone can tell.
- The Whiteboard Storytelling Secret.
- Making it Stick, Social Learning and Certification.
Long awaited and an even more useful book for sales enablement and marketing professionals than The Challenger Sale.
“The Challenger Customer, Selling to the hidden influencers who can multiply your results” is a “must-read” for all B2B marketing, sales and sales enablement professionals.Read More
Brian Krebs is an investigative journalist and former Washington Post staff reporter, where he covered Internet security, technology policy, cybercrime and privacy issues for the newspaper and website.
His first book SPAM Nation chronicles the activities of two leading Russian figures of the Pharmaceutical SPAM racket, Igor Gusev and Victor Vrublevsky, who leaked detailed information about the other in an effort to destroy the other.Read More
I read with great irritation this morning of the Experian T-Mobile hack
I just bought a new iPhone from T-Mobile and as part of the lease process, they ran credit with Experian
Immediate thoughts were of unauthorized credit card transactions, canceled cards. Identity theft. Inconvenience and the sense of violation from a “trusted” 3rd. party, Experian.Read More