Smarter Sales Enablement

Last week I had two sales managers at different companies complain, “Marketing doesn’t give us any good leads.” Then I talked to the marketing folks at...

We’ve been spending a lot of time in the field with reps lately. Some reps are on track to hit their Q4 numbers, but others are clearly at risk. Last...

They go by many names: champions, mobilizers, sponsors, coaches. We can debate the nuances between them, but we can all agree that they’re critical to...

Are we reaching the peak of the sales technology hype cycle? How can sales leaders make sense of today’s tech landscape? Are teams truly focused on...

Like many at Brevet, I’m a former sales rep. And I’ve been to my share of good and bad sales kick-offs. While the intention was usually pure, too often...

Business, like nature, is governed by cycles. And just like nature, the planning and preparation for the next season occurs long before the season...

Personal confession: I hate running. The heat, humidity, and hills here in Atlanta are brutal. But I continue to subject myself to the misery. It’s my...

In California, we have a saying: ‘The future happens here first’. And that comment always seems appropriate at Dreamforce. During this annual...

The day after Labor Day I had a conversation with a sales enablement leader. She was heading to Dreamforce soon and had set up a month’s worth of...

Never before has sales had access to so much data. And you’d think that with this level of data there’d be more fact-based decision making....