Smarter Sales Enablement

Insights that Accelerate Your Sales Performance

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...

3 Practical Ways to Get Sales and Marketing Working Together

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...

LeBron James Has a Message for Sales Leaders

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...

You’re Setting Your Champion Up for Failure

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...

Getting Real About Your Sales Enablement Tech Stack

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...

What Your Reps Really Think About SKO

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...

Still Time to Get Comp Right for '19?

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