When I started this blog (nearly two years ago) my intention was to try to advance the conversation around what we could do to help the sales professional. Now on Sales 2.0 Network, we get thousands of visits every day, and I want to be sure that the content being provided is the best fit for the readership. I try to follow a few basic principles in what I write; and I ask any of the guest posters who graciously give of their time and knowledge to stay within these guidelines.
- Don’t be (overly) self-promotional
- Be relevant
- Address issues of substance
- Be prepared to respond to comments or questions
- Get involved in the conversation
One of the main reasons for the blog has been to try to find answers to the perception (real or otherwise) that a lot of the investment in sales effectiveness solutions is wasted. I recall a conversation I had with an analyst at Gartner who expressed the opinion that the ‘market’ was so fragmented, and return on investment so nebulous that, in his opinion, the term ‘market’ was a misnomer.
As you will know, I’ve expressed some thoughts as to how that perception – or reality – might be addressed, and since the genesis of this blog, we’ve observed some significant shifts in the industry. Technology is, I believe, now recognized as having a central role to play. With everything from virtual learning at one end of the spectrum to social media at the other end, the tool-set available to today’s sales professional is both wide and deep. But at the same time, the demands of the economy, the ever increasing sophistication of the professional buying community, and the compression in market cycles, continue to stress even the most diligent and resilient practitioner.
I’ve seen increased demand for proof of ROI. Contrary to some expectations, I’ve seen sales cycle shorten – though in some quarters, there are fewer deals to be had. Driving sustained customer value through the solutions we provide has become (as it should) a minimum expectation from both product and service providers.
So, I’d like to ask you for your opinion.
- What would you change about this blog?
- Are we living up to the five principles I outlined above?
- How are we doing so far?
- What do you like?
- What topics would you like to have covered?
- Would you like to participate or contribute?
Thanks for your continued support and readership, and I look forward to your thoughts. Please leave a comment, or email me directly at ddaly@thetasgroup.com.
Thank you.