sales methodology
How to Advance Complex Deals Right Now
Deal velocity is slowing. No decision losses are growing. There are 4 specific strategies sellers should take to fully activate their Champion to help.
Sales Strategy
MEDDPICC: 3 Things You’re Not Doing That are Must-Haves in 2023
Sales organizations are turning towards smarter inspection to navigate a disruptive sales environment. The best are customizing MEDDPICC to drive results.
sales compensation
SaaS Companies are Revamping Sales Comp: Here's How
SaaS companies face changing sales compensation trends. We teamed up with SPIFF to discuss new sales comp policies and practices that drive performance.
Modern Sales Enablement
Rethinking the SKO: 5 Actions to Take Now
Leading companies are rethinking sales kickoffs. Here are 5 new strategies to turn next year's SKO into a launchpad for the revenue enablement strategy.
sales leader
CSO, CRO, VP of Sales: Which Leader Fits Your Company? Which Fits You?
The CRO is maniacal about customer satisfaction and has clear revenue generation processes and resources to maximize up-sell.
Sales Enablement
Building Trust and Customer Relationships in a Virtual Environment
Most sellers interact with customers over technology, but also rely on in-person moments for relationship building. Seller and customer trust matter.
sales process
7-Point Checklist to Grade Your Sales Management Cadence
Operating is the easiest trait to learn and most straight forward to implement. It supports sales coaching by structuring team interactions and progress.
sales operations
3 Essential Considerations When Reconstructing Your Sales Team
When reconstructing your sales team, it's important to focus on the three essential steps of alignment, size, and enablement.
Company News
New Year, New Beginnings: Brevet Merges with Symmetrics
Navigating change is table-stakes for sellers and managers. We're creating the leading sales consulting, sales training, and sales enablement firm.
Sales Strategy
Death of the B2B Sales Rep?
There are four key components to effective sales strategy that begin to point to significant gaps and opportunities around sales structure and alignment.
Modern Sales Enablement
The 4 C's of Sales Strategy and Restructuring
Decisions related to sales strategy, model, and structure are highly unique to an organization and we can help guide those decisions.
Sales Training
"Pipelies" – The Sales Pipeline Mirage
In B2B Sales, the sales pipeline is constantly scrutinized to ensure a seller has enough pipeline opportunities to hit quota or goal.
sales management
Do You Run a Sales Team or Just a Group of People Who Report to You?
Do you run a sales team or a group of people who all report to you?
sales compensation
How to Use SPIFFs to Motivate Sales & Drive Revenue
Revenue leaders look for mid-year opportunities for re-energizing sales teams with special incentives and SPIFFS can be a flexible tool for you.
sales management
Top 10 Account Planning Mistakes to Avoid
Why do mature sales organizations still “wing it” with their Account Planning process? Here are 12 common Account Planning mistakes to avoid.
sales operations
6 Strategies for Sales and Marketing Alignment
How can Sales and Marketing work more effectively together? Here are 6 strategies.
Brevet Research
State of Field Sales 2021
Top sales organizations are reassessing and innovating every aspect of their field-based sales teams. How is your organization changing?
Sales Strategy
The Chronicles of Account Planning: The Lion, the Whip, and the Chair
Everyone agrees planning is essential to good selling - the one thing you cannot do without. But salespeople thoroughly loathe it.
Sales Training
Sales Leaders: Assess Skills Gaps Now to Avoid Pipeline Issues Later
A mid-year assessment by sales leaders of all sellers on their team can reveal skills gaps that will affect the health of your current year pipeline.
Sales Strategy
Your Post-Pandemic Sales Reset: Top 3 Recommendations
Does your sales organization need adjustment for post-pandemic market conditions or changing priorities? Read more for our top 3 recommendations.
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