Insights

Smarter Selling

Insights that accelerate your sales performance

Sales Compensation Toolkit

Selling in Uncertain Times

Your Sales Compensation Toolkit for Navigating COVID-19

There are many options to address sales compensation risks during this pandemic. These options span from low cost to minor tweaks to radical overhauls.

test

Selling in Uncertain Times

What Does Sales Enablement Do During Our Current COVID-19 Situation?

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.

Covid-19

Strategic Sales Comp

Sales Compensation: Adapting to a New Normal During COVID-19 Changes

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

Guiding Your Sales Team During COVID-19: What Every CRO Needs to Know

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 A New Salesperson: The Mistake that Lengthens New Hire Ramp

4 Keys to executing effective onboarding. Onboarding a new salesperson is at the top of the “to-do” list for any business that invests in sales enablement.

Sales Enablement Strategy

Sales Enablement

The Most Impactful Sales Enablement Action You’re Not Taking

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

Sales Messaging

Rethink Your Definition of a Deal Champion

The concept of deal champion, advocate, or coach has been around a long time. Without question, they're the most important person in modern deal strategy.

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 Support

Sales Training

Sales Team Support: How to Support Your Teams During a Slowdown

This is a year of maximum risk and uncertainty. Your sales team needs the support to be able to navigate and help their customers through this period.

blur-bokeh-bright-burnt-450301-1

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.

sales kickoff

The Agenda Item Missing from Your Sales Kick Off (SKO)

A great SKO can set your team up for success. Unfortunately, too many Sales Kick-Offs don't include the critical skills modern sellers need to win.

brown-and-white-swallowtail-butterfly-under-white-green-and-63643

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.

operation005

Strategic Sales Comp

The Diagnosis to Avoid When Evaluating Sales Performance

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

additional team solutions

Advanced Sales Training

Advanced Sales Training: Rethink Your Team Skills to Win

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

Sales Content: Cracking The Sales 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

Sales Methodology Defined: Buy or Build?

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?

Rubiks_Cube

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 Sales Enablement Challenges That Need to Be 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.

Conversation Price

sales methodology

Conversation Price: Stop Fumbling the Pricing in Your 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.

airport-amsterdam-arrival-2069

sales operations

Redefining Success in Sales Operations Functions

There's a new success profile for Modern Sales Operations Management. It goes far beyond traditional systems and reporting. Few are taking on the challenge