Smarter Sales Enablement

Insights that Accelerate Your Sales Performance

Start Fast in 2020: Rethink Your Sales Training

We met with a prospect last week to discuss plans for 2020. After describing our approach, the leader turned to me and said, “So if I’m hearing you...

Cracking the Sales Content Code

The goal was right: bridge the divide between marketing and sales. Equip sellers with content that will help them sell.

Buy or Build Your Sales Methodology?

The term “sales methodology” has been around for a long time. It was a way to elevate sales training to a business process. The idea was to put sales...

The Real Reason Your Reps Don’t Use Your Playbooks

Marketing and sales enablement have poured millions of dollars into building sales playbooks. The intent was good. The research was right. The content...

Key Challenges Sales Enablement Needs to Tackle in 2020

Sales enablement has secured a seat at the table across a variety of industries and companies. This is the biggest takeaway from this week’s Sales...

Stop Fumbling the Pricing Conversation

Your rep is 50 minutes into the one-hour discovery call. They’ve done everything right. Great sequencing of questions. Good engagement from the buyer....

Redefining Success in Sales Operations

When you hear ‘Sales Operations’ what do you think?  For many, some not-so-positive things come to mind:

Barrier

Back office

A pain in the #$@&%!, but...

The Must-Haves for a Successful Global Training Program

Over the years, one of the statements we’ve heard a lot from our clients is: “We want to deploy a global sales training program.”

We understand the...

Hey Marketing, Just Stop.

Several weeks ago, we sat in a client meeting with the company’s sales and marketing leaders. It went something like this:

Unlock Your Sales Strategy with Sales Compensation

One of my former leaders would often say we did strategy projects masked as organizational design projects. Why would he claim that? The reality is...