In my last blog, “It’s Not Me, It’s The Economy”: Customer Retention in 2010, I wrote about the risk of losing existing business due to the economic climate. This article will focus on Sales Enablement strategies proven to help retain and grow business, including what many clients call Quarterly Business Reviews or QBRs. We have worked with clients that execute on this extremely well, and internally we deploy some of the same methods here at SAVO.
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I just started in January as a strategic account manager at SAVO, a position where I help our customers continually find value through their SAVO implementations.  Although I am new to SAVO, SAVO is not new to me.
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A few weeks ago we released our latest product update, the SAVO 11 Release. In this release, we’re enhancing the blog functionality within SAVO, to offer more ways to deliver thematic information to sellers.
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I’m excited to announce that our client, Deluxe Corporation, went live on SAVO on February 1st! Deluxe is a leading printer of checks in the US, servicing banks, credit unions and financial services companies. Checks and business forms account for the majority of Deluxe’s sales; it also sells checkbook covers, address labels, as well as stationery, greeting cards, labels, and packaging supplies online. Deluxe named their SAVO site DASH, short for Deluxe Access Sales Hub. DASH has been set up to make it as easy as possible for their sellers to share best practices and success stories and, of course, find all the content that they need quickly. A collaborative team of sales operations, marketing operations, sales and marketing led the Sales Enablement initiative. Congratulations to the Deluxe project team on getting DASH up and running!

I attended a thought-provoking BMA dinner with a small group of senior-level marketers last night. One CMO in attendance bemoaned the fact that the greatest marketing tactics in the world simply weren’t moving the dial when it came to convincing one of their key segments – heads of procurement – to purchase their solution. In response to this statement, the peers in the room nodded in violent agreement, asking almost in unison how you reach this very unique audience via traditional marketing tools — advertising, glossy brochures, or social media to name a few.
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