The phrase “change management” carries a lot of baggage. The negative connotations come quickly: painful, likely to fail, waste of time, expensive,...
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As the song goes, we’re about to enter “The Most Wonderful Time of the Year”. Too much food, football, and family. As sales consultants, it’s also...
We met with a prospect last week to discuss plans for 2020. After describing our approach, the leader turned to me and said, “So if I’m hearing you...
The goal was right: bridge the divide between marketing and sales. Equip sellers with content that will help them sell.
The term “sales methodology” has been around for a long time. It was a way to elevate sales training to a business process. The idea was to put sales...
Marketing and sales enablement have poured millions of dollars into building sales playbooks. The intent was good. The research was right. The content...
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Sales enablement has secured a seat at the table across a variety of industries and companies. This is the biggest takeaway from this week’s Sales...
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....
When you hear ‘Sales Operations’ what do you think? For many, some not-so-positive things come to mind:
Barrier
Back office
A pain in the #$@&%!, but...
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...
