Smarter Sales Enablement

Insights that Accelerate Your Sales Performance

3 Strategies for Grooming Future Sales Leaders

Turnover continues to be a challenge for modern sales organizations. A strong job market, the disappearance of pensions, and other factors have...

What It Takes to be a Chief Sales Officer Today

The Chief Sales Officer’s role has dramatically changed in the past several years. What qualified for the role before no longer gets you the gig. The...

It's Time for Sales Enablement to Grow Up: Four Steps to Maturity

Many CSOs ask us to rate the effectiveness of their sales enablement functions. It’s a tricky question because “effectiveness” can be relative. What is...

Rethinking Discovery: Three Ways to Win Deals Early

Results from our latest Buyer Pulse Survey are in. Yes, buyers are inundated with information about purchase decisions and options. And yes, they’re...

Three Sales Enablement Musts from Senior Leadership

In my previous post, we discussed the impact of the front-line manager on sales effectiveness initiatives. A sales manager’s role is to model, coach...

Are You Better with a Nobody or NO body?

Most sales leaders know that just because you’re in sales, it doesn’t mean you’re a good salesperson. Last week we were interviewing clients as part of...

The Missing Link in Your Field Sales Model

In my first outside sales job, each district had a dedicated field training manager. At first, I was intimidated. Not only did I have to deliver for my...

3 Strategies for Managing a Millennial in Sales

Different age groups have their own norms. Most speak their own dialogue and refer to different cultural references. Baby boomers still talk about MASH...

Should You Promote Your Top Rep to Sales Manager?

You have an opening for a sales manager. Your rainmaker is vying for the role. He's great at personal selling and has helped you make the number every...

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...