Smarter Sales Enablement

Insights that Accelerate Your Sales Performance

Ralph Grimse

Ralph is a partner with The Brevet Group, and for 20 years he has led sales performance teams in the United States and Asia. Recently he also served as a sales leader in both the media and technology industries. Ralph’s work has focused on a unique blend of management consulting and sales enablement to help companies execute their sales strategies. Prior to this role, Ralph was the APAC sales effectiveness leader at Mercer.

Recent Posts

It’s Time to Rethink Your SMB Sales Force

Ask most sales leaders about their sales force structure and they’ll likely reference a triangle. Global/strategic accounts on top, followed by...

Embrace the Messiness of the Deal

I met last week with the Sales Operations leader of a large software company. After much discussion about his current state, he looked at me and asked,...

10 Deal Killers in 2018

The calendar has quickly turned to February. Sales teams are shaking off their SKO hangovers and back building pipeline and closing deals. We’ve been...

Avoid the 7 Deadly Sins of Sales Enablement in 2018

Increasingly, sales enablement is seen as a core organizational capability. And right now, nearly every enablement team is finalizing their 2018 plans....

How to Survive the Post-Challenger Sales World

The Challenger Sale debuted in 2011, but the underlying research dates to the 2008 economic downturn. The book and methodology left a large wake in the...

Modernize your Sales Enablement with Situational Awareness

The barrage of noise in the sales enablement space is endless. New sales models. Different conversational tactics. More tools for the technology stack....

4 Common Characteristics of Rockstar Sales Enablement Leaders

Sales leaders standing up a sales enablement function don’t always know what a “rockstar” looks like. Thankfully, we’ve worked with bright people at...

Nailing the Right Deal Strategy for Your Situation

High performers of all types—from highly trained military operators to elite athletes to world-class surgeons—share one common trait: situational...

3 Deadly Sales Training Mistakes (and How to Fix Them)

1. PRODUCT AND SALES TRAINING ARE ONE

In interviewing buyers, one of the biggest complaints we hear about is the “walking product brochure.” Reps that...

The One Discipline That Separates Elite Performers from Their Peers

 What separates elite performers from the rest of the field?  How long did it take Mozart and Picasso to achieve “world class” status in their...