Selling in Uncertain Times
Your Sales Compensation Toolkit for Navigating COVID-19
There are many options to address sales compensation risks during this pandemic. These options span from low cost to minor tweaks to radical overhauls.
Selling in Uncertain Times
What Does Sales Enablement Do During Our Current COVID-19 Situation?
With live meetings and other programs on hold, sales enablement needs to refocus and re-prioritize. Here are the vital few actions that matter most now.
Strategic Sales Comp
Sales Compensation: Adapting to a New Normal During COVID-19 Changes
Comp and goals are two of the most critical levers at your command in driving sales behaviors. They take on even greater importance in times of crisis.
sales leadership
Guiding Your Sales Team During COVID-19: What Every CRO Needs to Know
Out of periods of uncertainty, there will be winners and losers. Some sales teams will embrace uncertainty and crush their number. Others will be crushed.
sales training
Onboarding A New Salesperson: The Mistake that Lengthens New Hire Ramp
4 Keys to executing effective onboarding. Onboarding a new salesperson is at the top of the “to-do” list for any business that invests in sales enablement.
Sales Enablement
The Most Impactful Sales Enablement Action You’re Not Taking
Your sales reps’ biggest enemy is time. A typical week for a rep includes many time burdens, yes – even sales enablement programs.
Sales Messaging
Rethink Your Definition of a Deal Champion
The concept of deal champion, advocate, or coach has been around a long time. Without question, they're the most important person in modern deal strategy.
sales leadership
Why Your Cross-Selling Strategy Isn’t Working
Every sales leader has the same complaint: Our reps can't sell other products to current customers. Addressing this issue takes much more than product training.
Sales Training
Sales Team Support: How to Support Your Teams During a Slowdown
This is a year of maximum risk and uncertainty. Your sales team needs the support to be able to navigate and help their customers through this period.
Sales Enablement Planning
Getting Real: 5 Things That Won’t Happen in 2020
Time for a reality check. There are many sales enablement ideas that will fall short in 2020. Here’s a list of 5 things that won’t likely happen next year.
sales kickoff
The Agenda Item Missing from Your Sales Kick Off (SKO)
A great SKO can set your team up for success. Unfortunately, too many Sales Kick-Offs don't include the critical skills modern sellers need to win.
Advanced Sales Training
One Critical Skill Missing from Your Modern Sales Toolkit
Modern selling has little to do with the seller. It’s about the buyer embracing their decision process about change. Today's best sellers are change consultants.
Strategic Sales Comp
The Diagnosis to Avoid When Evaluating Sales Performance
When results are down, it's easy to point fingers at the incentive plan. But diagnosing the true gaps in your sales model means asking the right questions
Advanced Sales Training
Advanced Sales Training: Rethink Your Team Skills to Win
Your team needs a different type of training. A new model of advanced sales training will turn your reps into elite athletes who win with today's buyers.
Sales Messaging
Sales Content: Cracking The Sales Code
Companies need a strategy for designing, organizing, and managing sales content. This is also the key to a strong partnership across marketing and sales.
Advanced Sales Training
Sales Methodology Defined: Buy or Build?
The idea of a “sales methodology” has been around for years. Many vendors apply the term to their packaged program. Is it better to go off-the-shelf or build your own?
Sales Messaging
The Real Reason Your Reps Don’t Use Your Playbooks
Millions of dollars and countless hours have been spent on sales playbooks. But most end up unused or forgotten. We know why and how to fix the issue.
Sales Enablement
Key Sales Enablement Challenges That Need to Be Tackle in 2020
The sales enablement function has secured a seat at the table. But the work is just beginning to execute activities that measurably impact sales results.
sales methodology
Conversation Price: Stop Fumbling the Pricing in Your Conversation
Being asked for a 'ballpark price' too early in the sales process is one of the hardest challenges reps face. Every option a rep faces comes with risks.
sales operations
Redefining Success in Sales Operations Functions
There's a new success profile for Modern Sales Operations Management. It goes far beyond traditional systems and reporting. Few are taking on the challenge