Smarter Selling

Insights that accelerate your sales performance

Selling in Uncertain Times

What Does Sales Enablement Do Now?

With live meetings and other programs on hold, sales enablement needs to refocus and re-prioritize. Here are the vital few actions that matter most now.


Strategic Sales Comp

Adapting to a New Normal: Sales Compensation

Comp and goals are two of the most critical levers at your command in driving sales behaviors. They take on even greater importance in times of crisis.

CRO Needs in Uncertain Times

sales leadership

What Every CRO Needs to Do in These Uncertain Times

Out of periods of uncertainty, there will be winners and losers. Some sales teams will embrace uncertainty and crush their number. Others will be crushed.

New Hire Onboarding

sales training

Onboarding: The Mistake that Lengthens New Hire Ramp

Onboarding is at the top of the “to-do” list as any business invests in sales enablement. But executing an effective onboarding starts with the right strategy.

Sales Enablement Strategy

Sales Enablement

The Most Impactful Enablement Action You’re Not Taking

Your reps’ biggest enemy is time. A typical week for a rep includes many time burdens, yes – even enablement programs.

Sales Messaging

Rethink Your Definition of a Deal Champion

Every sales leader has the same complaint: Our reps can't sell other products to current customers. Addressing this issue takes much more than product training.

Cross selling

sales leadership

Why Your Cross-Selling Strategy Isn’t Working

Every sales leader has the same complaint: Our reps can't sell other products to current customers. Addressing this issue takes much more than product training.

Sales unknowns

Sales Training

How to Prepare for a Slowdown in 2020

Businesses are entering a year of high risk and uncertainty. Your sales professionals need to be prepared to navigate their customers through this period.


Sales Enablement Planning

Getting Real: 5 Things That Won’t Happen in 2020

Time for a reality check. There are many sales enablement ideas that will fall short in 2020. Here’s a list of 5 things that won’t likely happen next year.

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sales kickoff

The Agenda Item Missing from Your SKO

A great SKO can set your team up for success in the new year. Unfortunately, too many SKOs don't include the critical skills modern sellers need to win.


Advanced Sales Training

One Critical Skill Missing from Your Modern Sales Toolkit

Modern selling has little to do with the seller. It’s about the buyer embracing their decision process about change. Today's best sellers are change consultants.


Strategic Sales Comp

The Diagnosis to Avoid When Evaluating Your Sales Team

When results are down, it's easy to point fingers at the incentive plan. But diagnosing the true gaps in your sales model means asking the right questions.


Advanced Sales Training

Rethink Your Sales Training to Hit the Number

Your team needs a different type of training. A new model of advanced sales training will turn your reps into elite athletes who win with today's buyers.


Sales Messaging

Cracking the Sales Content Code

Companies need a strategy for designing, organizing, and managing sales content. This is also the key to a strong partnership across marketing and sales.


Advanced Sales Training

Buy or Build Your Sales Methodology?

The idea of a “sales methodology” has been around for years. Many vendors apply the term to their packaged program. Is it better to go off-the-shelf or build your own?


Sales Messaging

The Real Reason Your Reps Don’t Use Your Playbooks

Millions of dollars and countless hours have been spent on sales playbooks. But most end up unused or forgotten. We know why and how to fix the issue.


Sales Enablement

Key Challenges Sales Enablement Needs to Tackle in 2020

The sales enablement function has secured a seat at the table. But the work is just beginning to execute activities that measurably impact sales results.


sales methodology

Stop Fumbling the Pricing Conversation

Being asked for a 'ballpark price' too early in the sales process is one of the hardest challenges reps face. Every option a rep faces comes with risks.


sales operations

Redefining Success in Sales Operations

There's a new success profile for Modern Sales Operation leaders. It goes far beyond traditional systems and reporting. Few are stepping up to the challenge.


Advanced Sales Training

The Must-Haves for a Successful Global Training Program

A consistent global sales methodology certainly sounds great, but there are major risks. Find the right global-local balance in your training program rollouts.