Stop Letting Big Data Intimidate Your Organization

Wikipedia describes Big Data as, “a collection of data sets so large and complex that it becomes difficult to process using on-hand database management tools or traditional data processing applications. The challenges include capture, curation, storage, search, sharing, transfer, analysis and visualization. The trend to larger data sets is due to the additional information derivable from analysis of a single large set of related data, as compared to separate smaller sets with the same total amount of data, allowing correlations to be found to "spot business trends, determine quality of research, prevent diseases, link legal citations, combat crime, and determine real-time roadway traffic conditions."

Now that is a mouthful and the definition alone is intimidating. But when you really think about it, Big Data is really just the collection of large amounts of information, right? So let’s break that down even farther so that we can answer the important question of what do you do with all of the “Big Data” that you collect? We can borrow from the definition the areas that many businesses and organizations find to be the most challenging (and intimidating) aspects and show you how using the right Sales Enablement platform can make Big Data a little more friendly.

Let’s start with how you capture Big Data. Data sets can be structured or unstructured. In the simplest terms, that means the data is either organized as it is captured or it isn’t. Think of your closet at home. If  your clothes are hung and folded neatly it is much easier to not only see what you are looking for but also to perhaps notice patterns; you have a fondness for blue, short sleeved shirts. But, you wouldn’t see that pattern or have easy access to the shirts if you had just thrown everything in there all at once, and in no particular order. Big Data is the same way. If you have a Sales Enablement platform that captures and organizes incoming information, then when you are ready to apply it using a variety of avenues (think email marketing to a particular group of customers, for example) it will be quick and easy.

Next, we should look at the curation and storage of Big Data. Let’s refer back to the closet analogy.  As we know, “curation” is collecting and sorting content. Again, a big and overwhelming task for most organizations, unless they’re using powerful Sales Enablement software that does that work for them. A retail location, for example, can collect customer information from as many as 20 touch-points. Multiply that by thousands of customers and the act of sorting that content (and storing it) can be easily overwhelming. A sales enablement platform such as Mindmatrix, however, can automate the process by collecting and sorting all of that content (and storing it) from each touch point and then creating easy to understand graphs and charts that you can use to make smart marketing and sales decisions.

Analysis and visualization may prove to be the most beneficial aspect of Mindmatrix’s Big Data story. After all, what good is a well organized closet with lots of items if they don’t fit!  That is kind of what happens to a lot of organizations, they have all of this fantastic, powerful data that they’ve worked hard to collect and yet, they have no idea how to put it all together to make a complete “outfit,” if you will. In order to apply actionable Big Data, an organization must know what it all means. Mindmatrix creates easy to read graphs and charts that show customer behavior, buying patterns, prospect engagement and so much more. 

Not every store owner is a wiz at data analysis nor do they want to be, but more importantly, they don’t have the time to break down Big Data to see how if applied effectively it can create intelligently driven sales and marketing strategies. 

Sales Enablement platforms are the key to taming the Big Data monster living in your closet. For more information on, visit Mindmatrix

Stop Texting While Driving (Sales)

According to recent studies, the human brain is not able to multi-task the way many believe it should. Still, many sales people try to juggle multiple tasks at once and that may be a reason why many sales and marketing initiatives miss the mark. To be effective in this new highly complex world of sales and marketing requires an unprecedented amount of clarity and focus.

Unfortunately, too many sales and marketing leaders are texting while they're driving the sales and marketing machine and this has a tremendous impact on the results they are trying to achieve. Texting while executing sales and marketing programs put the entire company at risk.

Why texting while selling and marketing can be a bad idea. 

Your brain has diminished functionality when you try to multi-task (multi-tasking is a myth).

·  Talking on a cell phone and driving quadruples your risk of getting in a car accident, the equivalent of drunk driving with a .08 blood alcohol level.

·  Texting and driving causes your risk of getting into an accident to increase by a factor of 8, the equivalent of driving with a blood alcohol content of…well let’s just say you’d probably be unconscious.

Being impaired, is usually accompanied by the following symptoms.
·  Loss of understanding
·  Stupor
·  Poor reasoning
·  Inability to concentrate
·  Diminished perception, both depth and peripheral

Anyone  in this frame of mind will have trouble executing any meaningful 21st century sales and marketing plan if they do not have clarity and focus. 

Clarity is the exact understanding or perception of a given subject.
Focus is the ability to fixate and concentrate on a specific reference point.

Both of which can’t happen if you’re texting while selling and marketing.

What does texting while you sell and market look like?

·  You don’t have a full understanding how the buyer's journey interacts both online and offline.
·  Time is not blocked out on your calendar on a routine basis to stop for clarity and focus.
·  The sales organizations process has not been mapped to the buyers journey.
·  Marketing assest and resources are organized by product.
·  Most of your time is spent in corporate internally focused meetings.
·  Over-reliance on adhering to strategies and tactics used in the past without embracing new ones.
·  Accept most new insights in sales and marketing at face value, skimming the article vs. reading it.

Why is this a problem?

·  You’ll overspend on solutions that won’t have a business impact and waste a lot of money on trial and error
·  Sales people will not ramp up very quickly and they will struggle to be as agile and nimble as they need to be. 
·  Being mis-aligned with the buyers journey leaves you pre-occupied with yourself and you miss vital clues in the market which diminishes your competitive capacity.
·  It’s much easier to improve incrementally than it is to have to do major retrofits because you call behind. 
·  There are two sides to every coin and in the case of analysts they typically play both sides of the fence. They charge a company to get reviewed and they charge their clients for access to the report. The companies that sell the latest and greatest solutions have a vested interest in covering up their warts and this leaves you at disadvantage.

How to stop texting while selling and marketing

Here are some potential actions you can take during this time of “not texting”

o    Carve out at least four hours per quarter to look 18 months into the future and anticipate what will you need to have clarity and focus on relative to sales and marketing. 
o     Review and study what companies that are growing faster and profitably than their peers are growing. Reach out to one of their leaders and talk to them about their top concerns over the next 18 months as it relates to sales and marketing execution. 
o    Review trade journals of suppliers who provide services or products to your industry. Focus on articles and comments that speak to what they believe to be future trends they will need to meet for you.
o    Review at least one publication (online or print) that will give you a perspective of business on a global level - i.e. Harvard Business Review, The Economist etc. 
o    On a monthly basis, set aside one hour to review all sales opportunities from a closed-won, closed-lost perspective.
o    On a weekly basis, set aside 60 minutes to evaluate the health of the sales pipeline and ensure you have a plan of attack to close opportunities. Once you have reviewed this data, identify the top one or two anchors that are holding you back. Then, set out to remove the anchors to better prepare yourself for the future. If you can carve out the time, you could play an Innovation Game ( with your team called Speed Boat.
o       Set up a call with industry analysts or leaders of organizations and take the time to develop a deep understanding of the strategies and tactics you trying to execute. Note:  I’m always amazed at how misunderstood social media is by sales and marketing leaders and how little effort they’ve put into understanding how it actually impacts the buyers journey. A 30 minute call with an analyst can shed a lot of light on any given subject.

Stop texting, and look up at the world around you. You may be shocked at how much faster you reach your destination when you stop texting and pause to get clarity and focus.

For more information on how to enable your sales and marketing teams, visit Mindmatrix

5 Reasons Why Prospects Won’t Love Your Email Campaign

Drip email marketing campaigns are the genius child that marketing automation introduced to the marketing world. It has proven to be one of the best ways to warm up your leads and introduce prospects to your brand.

 If you use a marketing automation platform or sales enablement tool, you’re probably using drip campaigns already. But while implementing drip campaigns, make sure not to go overboard or else it can backfire and affect your brand.

Here are five things NOT to do in a drip campaign (Remember:  the “NOT“is key here):

Sending emails too soon/ too far- The effectiveness of a drip can be seen only when the emails are evenly spaced out. Sending too many emails is always a strict no-no. If you are planning an event campaign, a typical drip must contain 5-7 pre-event emails. At least maintain a space of 2 days betweentwo consecutive emails. On the downside, if you are irregular or having a lot of gap between two emails, your prospect is mostly going to lose out on your message.

Too many offers/no offers- The common practice is to send some kind of incentive with your email so that your prospect finds some value proposition and regards your emails important. However, it is not necessary to always attach an offer with you emails. Sometimes, your email can just be about how someone profited from working with you or some news about your company (this works better with existing customer drips). On the other hand, too many emails without any value proposition can be bad too. Strike the right balance or better still strike a ratio like 5:1 where 5 are incentive based emails and 1 is a casual camaraderie striking email.

Asking contact details every time- Asking prospects for contact details in every email is going to rub them the wrong way. Instead, opt for progressive profiling wherein, you ask for an element of their contact detail on a progressive basis. You can also send special emails where you ask them to follow you on twitter or LinkedIn; this way you get their details without asking them.

Email un-subscribers-You surely have the unsubscribe option for your leads. And if your leads or prospects have decided to unsubscribe your emails, you need to respect that. Not just for moral reasons but also for the fact that emailing these “un-subscribers” can land you in their spam box or even worse, black list your server.

Bombard your leads/ prospects- This is a sure-shot way to drive your prospects and leads away. If you don’t want to do that, automate your campaigns wisely. Mindmatrix lets you create highly adaptable drips; for instance if a prospect hasn’t opened or clicked the links of 4 consecutive emails, she doesn’t receive the next one. This ensure that you aren’t bombarding them and hence don’t prompt them to spam you.

Indulging in best practices for drip campaigns and other lead nurturing methods will surely make your brand more lovable. These tips are just to stop you from trying too hard.

For more information on sales enablement and how marketing automation can complement your efforts, visit the Mindmatrix website

How To Rock the New Promotions Tab Layout

It’s Facebook official. Facebook has done it and now Google seems to be following suit too.
Images are the new subject lines.

Google is in the “field trial” phase of this new layout for the promotions tab. I signed up for a trial a few days ago and saw the results today. (Though it’s not open to all, you could try signing up here).

Here’s a snap shot of what the new promotions tab looks like-

For this to work, prospects will have to open the tab in the first place, but once here, you have every chance to outshine the other senders. How? Images. Real captive images accompanied by a catchy subject line.

So you see, for every mail, there are three main elements. Let’s discuss what they are:
  • The image: In the new layout, images are the most prominent feature of your email. As you can see in the screenshot above, that email from Shutterstock stands out due to the vibrant colors. Make sure you select the right picture that describes your email and your business best.
  • Subject line: As you see in the picture above, apart from the image and sender’s name, you can view the subject line too. Of course your image is your trump card here, but don’t ignore that subject line. The best subject lines will be the ones that are an extension of the image (role-reversal, I’ll say).
  • Your brand logo: Do you see the little square on the bottom-right corner? That’s where your brand logo will be snuggled. For ex, Michelin tires would be M, Wendy’s would be the red haired-freckled girl, Mc Donald’s would be the yellow M, you get the picture.  If you don’t have a logo that fits there, you see the letter from which your name begins.

And if you wish to return to the old view, there is a list view option on the top-left of the page. 

Time to let the images do the talking.

Create emails easily using available templates. Contact us to 

Sales Enabling Your Sales People

The human element of selling is the most overlooked and most powerful sales enablement tool available.

Leadership teams that can align a sales person's personal needs and wants with the corporation's needs and wants will do more for the top line than any marketing automation system, CRM or sales enablement platform.

I feel silly for stating the obvious, sales people really don’t sell for the company, they sell for themselves.

Here is what makes sales people tick.
  1. Survive -Food, water, shelter
  2. Stuff - Resources, health, property 
  3. Love - friendship, family
  4. Respect - respect from others and achievement
  5. Self actualization - the desire to be all one can be
Whenever the base needs are not met, the sales person will have a hard time performing. They will not seek out the higher level needs if there are any deficiencies in their lower level needs like food, water and shelter. This is why sales leaders need to go beyond assigning a quota, roll up their sleeves and dive into what actually makes their people tick.

The self actualized sales rep will be your most productive, creative sales rep. 

5 Steps for helping sales people crush their sales goals.

  1. What are the sales reps individual goals within the current calendar year.
    1. Professional
    2. Financial
    3. Physical
    4. Intellectual
    5. Spiritual
  2. Articulate in a tangible way what the goal will look like when it’s reached. I.e. When I reach my financial goal I will have $10,000 in savings and have paid off my last student loan.
  3. Establish the dates each goal needs to be achieved by.
  4. Determine if they need any training to make these goals happen?
  5. Map out what it will take to reach these goals, daily, weekly and monthly. If the student loan id $10,000 they would need to pay off $27 dollars a day to reach their financial goal.

Now, picture leading a sales person when you have this information. The quota conversation would go more like this.

Tom, I was looking at your goal sheet and your sales pipeline trying to figure which deals we can close that would create enough commission to pay off your student loan this quarter. Would you be able to sit down and run through your pipeline with me and see if we can brainstorm on how to make that goal happen?

You should always invest in your people first and figure out what makes them tick. You will be far more successful with training, marketing automation, CRM and sales enablement platforms if you know what makes motivates your team. 

Make Big Data More Than A Buzzword

Big data can be invaluable, provided you know what to do with it. But Big Data is just a buzzword if you don’t have the knowledge (or the right software) that can transform big data into actionable data.

The following is a checklist that can help you answer if your current sales enablement and marketing automation software is helping you create Actionable Big Data:

  • Does your software integrate and gather the data in a unified format?
  • Is there scope for data segmentation in your marketing software?
  •  Is this data understandable by the non-techies of your organization?
  • Does this data contribute to planning your marketing and sales strategies?
  • Can you run automated campaigns using this data?
  • Can you run campaigns across multi-channels like social media, e-mails or SMS?
  •  Are you able to create offline collateral using big data?
  • Are you able to personalize your campaigns based on big data analytics?
  • Do you receive timely notifications or alerts about your prospect behavior?
  • Does your big data tap into ALL forms of customer touch points (online and offline)?
  • Does your big data enable you to up sell or cross-sell to your existing customer?

If any of your answers to the above questions is a no, you should think twice about the marketing automation software you’re using.

Along with asset management, channel sales and marketing automation functionality, the Mindmatrix platform also offers various components that will help you create action based marketing and sales decisions. You can now apply all of the (big) data you've collected about your customers to drive sales. 

For more information on the leader in sales enablement, visit Mindmatrix.

How Marketing Automation Can Benefit Franchise Marketers

The notion that “marketing automation is for the big guys and not for local marketers” is so 2013. Today, more and more local marketers (franchise and channel) are realizing the worth and adopting marketing automation at a rampant rate.

Why do local marketers need the complexities of marketing automation? Why not stick to CRM or email marketing solutions?
A recent study by Aberdeen indicates that on an average, marketers generated 30% of revenue from channel partners (distributors, resellers, franchises). As this is a big revenue generating market, national marketers are working hard to enable channel partners.
Looking at  Aberdeen’s research, we will take a look at the two top issues faced by channel marketers and why they should consider marketing automation:
  1. Maintaining brand consistency: 56%
Of the issues faced by channel partners, 56% agreed that maintaining brand consistency ranks first. As channels consider running their own parallel campaigns, they tend to personalize the campaigns to adapt to their personal local markets. While personalization is important, brands cannot afford to have their  branding standards manipulated or diluted. A marketing automation software can help solve this problem as all campaign related collateral are maintained by the system.

Some marketing automation systems even limit the personalization feature. This means that while the content of the collateral can be localized, the branding standards including logo, brand colors, fonts, etc. will be untouched.

  1. Lack of marketing expertise: 48%
The second argument  in favor of adopting a marketing automation solution is that  local marketers generally lack marketing expertise. Marketing automation systems can be a real blessing to these marketers as it becomes very, very easy to interact with consumers through the software. Metrics are explained in easy to follow bar graphs and charts, and big data insights prompt them to carry out campaigns based on prospects interactions and engagement with multiple touch points.   Marketing automation can also  automate your social media campaigns, so even that’s covered for you.
To learn more about how channel automation using a marketing automation solution can benefit your organization,  download our E-guide on Sales Enablement and Marketing Automation for Franchises.

Ugly Babies: A Case for Sales Enablement

Most organizations have an amazing illusion of superiority and believe they are above average. And so, even though this is statistically impossible, organizations continue to embrace the illusion of superiority.

No matter how large or small the company, you will find the above average, beautiful baby alter. If you don’t believe me, try walking through any organization's lobby without tripping over pictures, press clippings and awards about how wonderful they are and highlights of their best moments.  I’m not implying pride is not important, but if taken too far, it will lead to a fall.

The mindset of superiority is frightening and one of the primary reasons more than 40% of sales teams miss their quota any given year, regardless of the economy. When sales and marketing teams try to expose the ugly baby in the form of requesting sales and marketing enablement tools , they are often ridiculed, belittled and criticized; ultimately told to go sell/market or else. 

You should enable sales and marketing as though they are selling an ugly baby and stop trying to hide your ugly baby.

Businesses, like people, are not perfect. You need to guard yourself against blind emotion and be cautious of placing unreasonable expectations on sales and marketing without enabling them to be effective for the worst case scenario. 

Common “I don’t have an ugly baby” symptoms: 

  1. The companies pricing strategy is rarely examined by objective, customer-centric external stakeholders.
  2. You’re amazing product is not "flying off the shelves" and the primary focal point of blame is the sales organization.
  3. When you’re pricing is challenged in the market and your “silver-bullet” response is some version of we don’t sell on price we sell on value.
  4. You’ve gone more than one quarter (head in the sand) without soliciting feedback from customers and / or employees relative to the perceived value of your product or service.
  5. Thinking about enabling sales and marketing to sell a “ugly baby” is daunting and doing nothing is modus operandi.
  6. There is not a line item for sales enablement on the profit and loss statement. I.e. sales play books, CRM, marketing automation, asset management, sales enablement videos, consulting.
There are many other symptoms you can look for and we have a great diagnostic tool where you can take a deeper dive. 

Embracing  the I have an ugly baby  mindset puts your sales and marketing team in a much better position. This mindset will create a culture of intensity, effort and challenge your team to play to win vs. play not to lose. You can visit Mindmatrix to find out more about sales enablement and how to sell your ugly baby. 

Does your marketing automation tool put enough focus on driving sales?

Are today’s marketers too focused on content creation and search engine optimization? 

Generating leads is important, but how many of your leads are getting converted to sales?

As sales and marketing professionals, the ultimate goal is to convert leads to sales. Very often sales teams feel like they do not have enough tools to facilitate their daily sales activities on top of reporting that the leads they are getting from marketing are not qualified ones. You may have the best sales reps around, but nothing can be done if your leads are not good ones and if they do not have the right sales collateral to support their efforts.

Here are 4 questions that will help you to answer if your marketing automation software is focused on generating high quality sales leads:

Does the sales team get leads?
More than getting leads, getting qualified leads is more beneficial for your team. Passing on the right leads to sales reduces your sales cycle by 20%. When sales reps know their prospects interest level and their area of interest, they’ll be better equipped to pitch. Use sales enablement software to allow your sales team access to important prospect analytics.

Are you managing your contacts well?
Manage your contacts in a smart way by easily sorting them based on their activity. This way you’ll be able to see who are closest to buying and who are far from it.

Can you personalize content using marketing automation? 
Dynamic personalization gives a human touch to your collateral. Adding personalized elements to the email is not a small deal as stats reveal that the open rate of personalized emails is higher by 22.2%

And lastly, are you curbing your sales’ freedom?
Your sales team cannot function effortlessly unless they have independent access to your company collateral. 

Give them access to the collateral and let them personalize it, without any fear of them diluting your branding standards. Providing specialized tools for sales team you can work wonders for your conversion rates.

Visit Mindmatrix learn more about effective tools for sales enablement.

Marketing Automation and Social Media Success

If you are a marketer and an online marketer at that, I can’t stress enough the importance of having a social media presence. But if you are still testing the waters and not ready to take the plunge, a few pointers might be helpful, but first, let’s look at some facts:

  • 52%of all marketers have found a customer via Facebook in 2013. 
  • B2B companies that blog, generate 67% more leads than those that don’t.
  • 43% of all marketers found a customer via LinkedIn.
  • Emails that include social sharing buttons have a click-through-rate 158% higher than emails that do not include social sharing buttons.
  • 93% of marketers use social media for their business.
  • 74% of marketers believe that Facebook is important for their lead generation strategy.
  • Social media generates almost double the marketing leads of tradeshow, telemarketing, daily mail, or PPC.
  • Around 46% of web users turn to social media for making a purchase.
  • 60% consumers say the integration of social media makes them more likely to buy or share products and services.
  • Americans spend an average of 37 minutes daily on social media, a higher time-spend than any other major Internet activity, including email.
  • 60% or so of social media time is spent not on desktop computers but on smartphones and tablets.

This leads us to the conclusion that social media presence is a MUST for effective online marketing.

How will I benefit by investing in Social Media Marketing (SMM)?

Immense publicity: To quote Wikipedia, “Social media is the electronic word of mouth.” Your brand can get immense publicity on a social media platform; provided your content is like-able, share-able, pin-able AND tweet-able.

Lead generation: As followers follow/share/like your brand of their own free will, you are more likely to have a list of concrete prospects.

More appealing than advertising: Since people are bombarded with advertisements day in and day out, they’re surely getting fed up. A more informative and interesting post would be well received by your

How do I get the best ROI from my SMM?

Content, content and only content can be your best bet. According to a study, 78% CMOs think that custom content is integral to content marketing. Custom content means to customize your content as per the platform you’re posting on. For instance, if I were a restaurateur, I would post pictures of happy customers with their testimonials on Facebook, have an engaging discussion on improvising my restaurant with followers on LinkedIn and tweet facts and news for my Twitter followers.

Creating lucid, engaging content is an art. The good news is, you can always learn and improvise on your content creation skills.

 How do I get an audience?

The whole concept of social media is to reach out. Reach out to as many people possible. Reach out to the right people. And more importantly reach out, DON’T interfere. I think you’ll find these tips on social media etiquettes quite useful.

As a content marketer, you’ve got to know what kind of content your prospects are looking for.
Deliver that content, make them want for more, and then deliver some more.

How can I manage all my social media activities efficiently?

For the smart marketer in you, consider investing in smart marketing automation software like Mindmatrix. It will make social media marketing a delight. This platform is the only one that allows you to plan social media campaigns that you don’t have to manage. Plug in your social media posts and let the software do the hard work involved in running a social media campaign.

To learn more about how you can us social media effectively, visit us at Mindmatrix. 

Mindmatrix Now Available in Oracle Cloud Marketplace

The relationship between Oracle and Mindmatrix will create opportunities for already existing Oracle customers to take full advantage of the powerful Mindmatrix solution. 

Mindmatrix, the leader in sales enablement software whose platform can change the way companies sell product and services, announced today that their Revenue Growth Platform is now available in the Oracle Cloud Marketplace. The Oracle Cloud Marketplace is a global marketplace where partners can publish applications and customers can browse through and discover new solutions that extend Oracle Cloud SaaS applications to address their business needs. A member of the Oracle Partner Network, Mindmatrix is now able to leverage the Oracle Cloud Marketplace to reach Oracle’s customer base and a larger marketplace, grow their business, and extend their success in the cloud.

Marketing through Channel Partners - Solving the Puzzle.

There are few things as satisfying as placing the last piece in a jigsaw puzzle. The game fascinates me for the simple reason that those few pieces which seem so disconnected from each other make so much sense when they are completed. It requires a lot of concentration and permutations and combinations of course, but the larger picture that I see at the end is totally worth the creases on my forehead.

Getting franchisepartners to work with you is similar to this jigsaw puzzle. As marketers  we are constantly challenged with creating and sharing sales collateral across many channels. It is important that all of these pieces fit together to make one clear and consistent picture for our prospects and customers. 

How do you know you’re putting all of the pieces in the right place? Here’s a quick guide: 

Actionable big data at franchise level: Personal interaction with prospects is what gives channels the edge over national marketers. However, providing indepth analytics about prospect engagement and providing solutions to those is taking marketing efforts to another level.

Branding: As local marketers know the unique tastes of their audience, it is justified that they require marketing material that appeals to their market. The freedom to createpersonalized stuff works well for the local marketer, national marketer AND attracting the prospects. Win-win for all.

Social media: Franchise owners aren’t able to interact much on social platforms. But this important media needn’t be sidelined if you have the right tool for it.  By setting up automatedsocial posts you can cross it off your everyday tasks.

Having a tough time deciding on the right channel marketing automation software? 

Download this e-guide and see exactly what constitutes a good automation platform for you and can help you to solve your own puzzle. 

The Skinned Knee Test - Finding ways to win with Sales Enablement and Marketing Automation

As a kid, my skinned knees were a badge of honor and vivid reminder of what I was capable of. The same holds true for my career in sales and marketing, where many of my best-laid plans left me with a skinned knee that I could grow and learn from. Often, I ended up with a skinned knee because I was first at trying something new; hyper-focused on creating opportunities instead of waiting for opportunities to come to me.

Companies that win by using sales enablement and marketing automation are fundamentally different from their counterparts. Their proactive mindset towards change, or “skinned knees,” is what sets them apart. If I could run only one test to determine the best way to create momentum using sales enablement or marketing automation, I would run a “Skinned Knee Test." 

The skinned knee test
1.    When was the last time you tried something significantly different in your approach to sales   enablement or tried to leverage marketing automation?
2.    As it relates to sales enablement and marketing automation, are you in front of the wave or trying to catch the wave?
3.    Would you describe your sales and marketing approach as more wait and see or do you seek to make things happen and challenge the status quo?

Any answers like the ones below are a sign that your investment in sales enablement and marketing automation are likely to fail. 

1.    None of our competitors are doing it.
2.    You’re certain your business is so unique and that won’t work for us.
3.    It’s not a priority, what we are doing is working fine.
4.    We just don’t have the time to make it happen at our company.
5.    We tried something like that once and it just didn't work.
6.    We’re more of a wait and see organization. If someone else is successful we take a look at it.

2 ideas to get you started skinning your knees.

1. Go talk to your top customers and ask them what they like most and like least about how you interact with them from a sales and marketing perspective, both online and offline. Evaluate that feedback and look for at least one way to redefine how you sell and market to a customer or prospect.
2. Build your own jumps out of whatever you can find. There are a gazillion tools out there that sales and marketing teams can use to get leverage. One of my favorites is the Mindmatrix playbook. It’s simple and provides a remarkable and useful way to share content with clients and prospects.

To find success and momentum your team must embrace being proactive and resolve to challenge the status quo.

Create momentum by skinning your knees.

Benefits of Mobile Marketing for Sales Enablement in 2014.

We recently posted an article showing how Mobile Marketing will be a must have as part of an overall marketing strategy in 2014. In fact, a study by Gartner reveals that worldwide mobile phone sales to end users totaled 455.6 million units in the third quarter of 2013, an increase of 5.7 percent from the same period last year.

Does this mean that marketers will have to invest in yet another marketing tool for mobile? Well, not necessarily. If you are already using the Mindmatrix Revenue Growth Platform, you can successfully carry out your SMS campaigns without any extra trouble. Not all sales enablement and marketing automation platforms can say this.

Marketing for mobile has its own benefits, which include:

1. A wider audience compared to internet or TV: Internet or TV limits your audience, as not everyone is always watching TV, neither does everyone check their tweets and updates every minute. However, SMS has proven to have a much better open rate than emails or tweets (95 - 98% of text messages are read within minutes of receipt).

2. Free of spam (or promotion tab) filtering: The Google promotions tab ensures that most marketing emails end up in the Promotions tab. Ever since this change came about, marketers have been having heated discussions whether it’s a good or bad move on Google’s part. You won’t have to face the same problem with SMS. Prospects cannot skip your messages and this ensures a good open rate.

3. Reaching prospects any time, any where: Reaching them on their cell phone means that you don’t have to wait for the proverbial “prime time” to get their attention. As they are most likely to keep their cellphones close at all times, you can SMS them any time of the day irrespective of where they are and what they are doing (75% Americans admit to calling and texting on the toilet), literally.

4. The character limit: Many marketers may consider the 160 character limit a bane, but think about it as a way that works for your best interests. Look at twitter; does brevity seem to affect its users? On the bright side, you don’t have to worry about spinning content for every SMS campaign you run. Just a few keywords and maybe a link to your landing page thrown in and you’re good to go.

Now that you can see how SMS campaigns can benefit, and complement, a marketing strategy, schedule your FREE DEMO today.