Insights

Smarter Selling

Insights that accelerate your sales performance

Sales unknowns

Sales Training

How to Prepare for a Slowdown in 2020

Businesses are entering a year of high risk and uncertainty. Your sales professionals need to be prepared to navigate their customers through this period.

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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.

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The Agenda Item Missing from Your SKO

A great SKO can set your team up for success in the new year. Unfortunately, too many SKOs don't include the critical skills modern sellers need to win.

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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.

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Strategic Sales Comp

The Diagnosis to Avoid When Evaluating Your Sales Team

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.

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Advanced Sales Training

Rethink Your Sales Training to Hit the Number

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.

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Sales Messaging

Cracking the Sales Content 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.

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Advanced Sales Training

Buy or Build Your Sales Methodology?

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?

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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.

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Sales Enablement

Key Challenges Sales Enablement Needs to 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.

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sales methodology

Stop Fumbling the Pricing 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.

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sales operations

Redefining Success in Sales Operations

There's a new success profile for Modern Sales Operation leaders. It goes far beyond traditional systems and reporting. Few are stepping up to the challenge.

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Advanced Sales Training

The Must-Haves for a Successful Global Training Program

A consistent global sales methodology certainly sounds great, but there are major risks. Find the right global-local balance in your training program rollouts.

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Sales Enablement

Hey Marketing, Just Stop.

Sales people are measured by how much they sell. Marketing people are measured by how many programs they execute. So how can they work together?

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Strategic Sales Comp

Unlock Your Sales Strategy with Sales Compensation

Sales compensation is the way to bring clarity to a sales strategy – especially a potentially cloudy and undefined one.

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sales leadership

Recession Proof Your Sales Teams Now

While no one wants to think about it, economic downturns happen. As we enter budget and planning season, now is the time to get real. Check out our tips to recession-proof your teams.

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Sales Enablement

Hey, Sales Enablement: Time to Step it Up

As we approach the fourth quarter sales and sales enablement leader have to keep their foot on strategy, tactical help, and day to day operations.

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Sales Enablement

Flying Blind: Your Teams Are Executing the Wrong Deal Strategy

Without strong situational awareness, your sales reps are probably executing the wrong deal strategy. Learn what to look for -- and what to do next.

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Sales Messaging

Build a Sales Experience that Differentiates

What’s it like to buy from a great sales rep? Winning sales teams are focusing on differentiating their sales experience.

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Sales Enablement

Flanking: How to Win Against Larger Competitors

Flanking has been an effective military – and sales -- tactic for years. And it’s never been more relevant for sales than it is today.