Smarter Sales Enablement

Insights that Accelerate Your Sales Performance

Stop Fumbling the Pricing Conversation

Your rep is 50 minutes into the one-hour discovery call. They’ve done everything right. Great sequencing of questions. Good engagement from the buyer....

Redefining Success in Sales Operations

When you hear ‘Sales Operations’ what do you think?  For many, some not-so-positive things come to mind:


Back office

A pain in the #$@&%!, but...

The Must-Haves for a Successful Global Training Program

Over the years, one of the statements we’ve heard a lot from our clients is: “We want to deploy a global sales training program.”

We understand the...

Hey Marketing, Just Stop.

Several weeks ago, we sat in a client meeting with the company’s sales and marketing leaders. It went something like this:

Unlock Your Sales Strategy with Sales Compensation

One of my former leaders would often say we did strategy projects masked as organizational design projects. Why would he claim that? The reality is...

Recession Proof Your Sales Teams Now

This June marked the 10th anniversary of the U.S. economic expansion that began in June 2009. That’s quite a run.

But practically, it also means it’s...

Hey, Sales Enablement: Time to Step it Up

As we approach the fourth quarter – that last push of the year – there’s some good news and some bad news. 

Flying Blind: Your Teams Are Executing the Wrong Deal Strategy

Selling complex solutions to modern buyers is hard. Your teams should be looking for every edge possible. A low-hanging fruit for every team is the...

Build a Sales Experience that Differentiates

What’s it like to buy from a great sales rep?

For the past decade, marketing and sales have been searching high and low to answer this question. We...

Flanking: How to Win Against Larger Competitors

In military strategy, flanking is attacking the opponent from the side. It’s effective because the enemy’s strength is usually concentrated at the...