Smarter Sales Enablement

Insights that Accelerate Your Sales Performance

Bad Discovery is Killing Your Deals

We’ve all been a part of a bad sales call. Maybe we were on the receiving end or maybe we observed it during a ride along. What makes a bad sales call...

The Future of Sales: The Death of the Economic Buyer

Bill, a rep for a software firm, was on track to sell a large deal to a manufacturing company. He had known the CEO for more than 10 years, and in fact...

4 Ways Sales Enablement Can Make A Difference in 2019

Several weeks ago, on the eve of the new year, we polled several dozen senior sales leaders about sales enablement. The key takeaway: 2019 will be the...

When Sales Reps Need to Call an Audible

One of the most fascinating parts of football is watching how “thinking” quarterbacks approach the line of scrimmage. As a NY Giants fan, it’s...

Putting a Bow on 2018: The Good, the Bad, and the Ugly

Congratulations - you made it to year-end! For most of us, year-end brings both stress and relief. But it's also one of the only times of the when...

The Art and Science of Sales Enablement

I recently talked with John Krumheuer, VP of North American Sales at SmartDrive Systems. We discussed the relationship between sales leaders and sales...

3 Strategies to Ensure Your Sales Force Performs Under Pressure

As a consultant, I spend a lot of time in the field with clients. Whether it’s conducting a ride along, coaching one-on-one, or facilitating a...

Dear Sales Leader, It's Time to Go

Ben was the sales leader of a billion-dollar manufacturing firm, and he was hired to transform the company. Brought in two years ago, he charmed the...

Sales Quotas: The Universal Afterthought of Sales Leaders

What do dinner rolls, an umbrella, and sales quotas have in common? While this may sound like a bad joke, these are all afterthoughts. We don’t think...

How to Use the Holidays to Win Deals

So much of sales comes down to relationships. But even great relationships can grow a little cold over time. This is even more true with new...