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Sales and Marketing Blog

Learnings from the Trenches

The good news: Sales enablement projects will have an immediate positive impact on your sales organization. Sales will love it. The bad news: Success requires a multi-organizational effort, similar to all other change management projects. Change is hard. Everything else is always a priority, unless ‘encouraged’ from the top.

What we learned

• Always start with your best sales people.  If you cannot get buy-in here, you are in trouble.  Take the time to do this.
• Pilot with very small team, measure before and after, and obtain the highest levels of executive support before agreeing to roll-out to the wider sales audience.
• This change will initially create more work for marketing but those with a sales background will be the first on board.
• Training will appreciate the system/process as it will provide a consistent core from which to teach and ground their curriculum.
• Sales operations will love it because it provides a consistent process and leverages your CRM system. 

Clean Energy Blog

Energy efficiency is ‘the other’ energy source.  It is simple, the more we save the less we have to produce.    But how do you know how much energy you are using in your home?  We do know that 20% of our energy use is residential, in the US.  And that a lot of it is wasted.

We do not need to totally change our lifestyles in order to save energy, but we do need to know the impact we each make in our day-to-day lives.   Change, particualrly if it is seen to be a deprivation, is difficult without having concrete goals and understanding the context.

To see the impact you are make in your home, check out this fascinating – and fun – new visualization tool from GE to help  make energy efficiency real:  http://www.ge.com/visualization/appliances_energyuse/index.html.