Smarter Sales Enablement

Insights that Accelerate Your Sales Performance

Brian Williams, PhD

Researcher, consultant, and sales leader, Brian uses a data-driven approach to drive sales effectiveness. His clients include leading sales organizations in financial services, technology, healthcare, and professional services. Using insight from academics and change management, Brian helps senior leaders and sales enablement teams understand and succeed in today’s more demanding market. His research has been published in Harvard Business Review and other outlets.

Recent Posts

Avoid the Self-inflicted Wounds of Sales Enablement

Here’s a hard truth: sales enablement can be its own worst enemy. Data presented at last week’s Dreamforce claimed enablement can sometimes derail...

What We Learned at the Sales Enablement Society’s Inaugural Conference

Sales enablement has arrived and making a difference across companies of all sizes. This is the biggest takeaway we learned at last week’s Sales...

Your Sales Methodology is Broken

Let’s face it, your sales methodology is broken

No need to confess, we know the truth. You spent a king’s ransom to license an off-the-shelf...

Uncovering the Secret to Methodology Adoption

The push for field adoption of sales methodology misses the point. Reps will never embrace a one-size-fits-all approach. Yet that's the model used in...

Unlocking the DNA of Tomorrow's Elite Sales Performers

Professional selling has always been tough – and it’s not getting any easier. Research from Brevet and other sources paints a clear picture: 

What CEOs Don’t Know About Sales Transformations (And How It Can Hurt Them)

One of the best parts of being a consultant is getting to know CEOs. Compared to the past, most of today’s senior executives really “get” sales. They...

What Every Sales VP Should Know About Their Millennial Salesforce

If you’re like the average B2B sales organization today, you’re probably clinging for dear life to an organization-wide performance metric of ~80% of...

Your Current Training Misses the Mark for Half of Your Salesforce

Most people intuitively understand that teaching a new concept to an adult is much different than teaching a child.  For starters, children (especially...

5 Unconventional End-of-year Activities to Kick-start Your Sales in 2017

Note:  This article was originally published as a guest post on the LeadFuze blog.

How Do Best Practices Evolve Into Common Practice?

Quick question:  Who has the shorter attention span… a 7th grade boy or an 8th grade girl?

We’ll get to that in a minute. For now, let’s reflect back...