Author Archive for: niki

Company Leadership Must See Sales and Marketing as the Same Team

31 Jan
January 31, 2014

Today a company’s senior leadership—just like the rest of the company—most often views Sales and Marketing as completely separate units. Sales and Marketing themselves also see themselves this way, and can engage in an endless blame game back and forth over lead quality. Marketing asserts that the sales force isn’t following up the leads being sent over; sales claims many of the leads aren’t of high enough quality and aren’t worth following up.

Changes within a company take place starting at the top, at the CEO or COO level. If a company is to survive in the lightning-fast and fiercely competitive 21st century business environment, senior executives need to begin viewing sales and marketing as a more cohesive whole, rather than separate departments. Read more →

The Snowden Effect force the government’s revolution

21 Jan
January 21, 2014

The IT Revolution (cloud computing) pertains not only to business and corporate functions, such as sales. It also affects our institutions and particularly our governments and their digital services. Once again, a strategic perspective is needed to handle IT correctly and make intelligent use of it. Here, too, IT opens up completely new ways of shaping processes and relationships.

This fact becomes all the more important when you consider the current connection between government and IT. When governmental monitoring and surveillance is discussed, so is IT. International crime and the danger of terrorism have turned IT into a monitoring and security issue. Fully transparent citizens without any secrets from the government are more and more the reality. This begs a counter-question. Is the government equally transparent and free of secrets? How crystal clear are government actions? How transparent are its services and how traceable its decisions and regulations? Read more →

Sales becoming more important

06 Oct
October 6, 2013

The sales department is becoming more important to corporate success than ever before. It faces new challenges in a time when the Internet has changed a seller’s market into a buyer’s market. Sales – and the salespeople who do sales – do not get the credit they deserve in many companies. That has to change.

To develop innovative IT solutions for sales, businesses are called upon and required to assign greater value to sales and all the managers and skilled employees working in sales. In this book, I discuss that sales management software in the future has to have a completely new approach to sales. As an example my own Software is a program to support the forward-looking orientation of companies. Read more →

Salespeople – they’re Entrepreneurs

03 Aug
August 3, 2013

The INTERNET has transformed a seller’s market into a buyer’s market—and the role of sales is crucial. It is now time to give salespeople the role they can play: entrepreneurs within the enterprise. They must freely share information and contribute to product and service innovation resulting from being the contacts with customers. Sales—and people who do sales—rarely receive the credit they deserve in companies. That has to change. Read more →