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

Accelerating Your Deal Velocity: Are You Driving a ’79 Civic?

My first car was a used 1979 Honda Civic. Five-speed manual. Cracked dashboard. Brown. She was a beauty. At 60 horsepower, there was no possibility of...

Confessions of a Fired CSO

Management consultants wear many hats – advisor, change agent, devil’s advocate. Sometimes we find ourselves in the role of therapist. I sat down for...

3 Dumb Sales Training Moves Even Smart CSOs Make

We’ve talked with many sales leaders over the last few weeks about sales training. Pressure to hit the 2018 number, competitive headwinds, and more...

#SalesManagerFails: 5 Risks to Hitting Your 2018 Targets

Our consultants have been busy in 2018. More than 100 ride-alongs and sales call reviews. SKO sessions in eight countries. Surveys and interviews of...

The Trap of a "Perfect" Sales Rep Profile

Picture a high-performing sales rep. What do you see? Is he a charming and charismatic? Is she aggressive? Does he challenge? Does she consult?

Challenging vs. Adapting – The New Winning Approach

For years we’ve shared our view on the flaws of a one-size-fits-all sales methodology. Our research shows that the best reps don’t rely on one way to...

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...