Main Dishes
7 skateboarding lessons for marketers in closed-loop-marketing
All of us want to feel the wind of success blowing through our hair – like Walter Mitty felt during downhill longboarding in Iceland (more precisely in Sey?isfjör?ur). So we are totally zoned out, daydreaming at our desk, that implementing Read More …
The mojo of sales enablement
The importance of emotional components in buying decisions and selling cannot be impugned. The customers must feel the draw to the product (and to the sales people). So we need sexy product and attractive staff. Expecting the best – and Read More …
How to shoot yourself in the foot – abusing KPIs in sales enablement
As Goodhart’s law formulates it: “When a measure becomes a target, it ceases to be a good measure.” I could not find better description of what happens when the basic understanding of sales enablement is missing in goal setting. Sales Read More …
15 Myths In Digital Marketing for Pharma
Yesterday I had a very frustrating conversation about the sales enablement pilot what I have the opportunity to lead. On the way back to home I was just thinking about why I felt myself so upset and frustrated. Since I’ve Read More …
Let’s do math – SaaS employee turnover
It’s pretty obvious that SaaS companies’ employee disengagement and high turnover rate is bad for business… During the multichannel marketing project’s provider selection I had a great opportunity to get in contact with sales persons, account managers, pre-sales experts and Read More …
The slippery slope of employee disengagement
The bad news is that even if the company doesn’t care about its employees, the customers do. Trust and relationship are the two foundation stones of enterprise SaaS business. Especially when the sales cycle is extremely long (almost never ending) Read More …
The Batman lesson in pharma storytelling
Medicines are special products – especially prescription bound drugs. Maybe that’s the reason why we tend to believe in the mystery of pharmaceutical marketing. It’s easy to forget that the buyers of Rx products, the healthcare professionals (HCPs) are made Read More …
Sales enablement and mediocrity
Sales enablement solutions should be designed for the mediocre majority. Sales representatives know the statistics well – following a normal distribution. The temptation is huge – to put most efforts on low performers. Real double shot; there’s a chance that Read More …
Welcome – Ready to Blog
Welcome! The WorkingWabbit (W2) blog is ready to take off. I’ve decided to start the blog when “my” multi-country, multi-languauge SE deployment project had the green light. Of course the magic triangle of projects is there – cheap, fast or Read More …