Insights

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.

Covid-19

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.

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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.

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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.

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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.

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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.

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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.

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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?

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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.

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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.

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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.

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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.

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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.

Stop

Sales Enablement

Hey Marketing, Just Stop.

Sales people are measured by how much they sell. Marketing people are measured by how many programs they execute. So how can they work together?

Lock

Strategic Sales Comp

Unlock Your Sales Strategy with Sales Compensation

Sales compensation is the way to bring clarity to a sales strategy – especially a potentially cloudy and undefined one.

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sales leadership

Recession Proof Your Sales Teams Now

While no one wants to think about it, economic downturns happen. As we enter budget and planning season, now is the time to get real. Check out our tips to recession-proof your teams.

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Sales Enablement

Hey, Sales Enablement: Time to Step it Up

As we approach the fourth quarter sales and sales enablement leader have to keep their foot on strategy, tactical help, and day to day operations.

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Sales Enablement

Flying Blind: Your Teams Are Executing the Wrong Deal Strategy

Without strong situational awareness, your sales reps are probably executing the wrong deal strategy. Learn what to look for -- and what to do next.

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Sales Messaging

Build a Sales Experience that Differentiates

What’s it like to buy from a great sales rep? Winning sales teams are focusing on differentiating their sales experience.

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Sales Enablement

Flanking: How to Win Against Larger Competitors

Flanking has been an effective military – and sales -- tactic for years. And it’s never been more relevant for sales than it is today.

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Sales Enablement

How to Reboot a Slow Start

The actions your sales teams take in the next 60 days will make or break the year. Here are 7 coaching strategies to help reps execute and win.

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Advanced Sales Training

Why Aren’t Your Reps Making Their Number?

Traditional thinking about sales skills is dangerously incorrect. Reps with only traditional skills can’t execute a sales experience that differentiates.

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sales leader

Death of the AE Role

The account executive role needs to change. New team selling models and the growth in presales roles means AEs need new expertise and support structures.

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sales leader

Why Your Reps Aren’t Having Business Conversations

Too many sales reps can’t have business conversations, and it’s impacting win rates and deal sizes. Modern selling starts by elevating the sales dialogue.

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Advanced Sales Training

Start Training Your Reps to be Real Consultants

To be effective in today’s selling environment you need to leverage the best traits from both traditional product and professional services models.

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Sales Enablement Strategy

Sales Enablement: Avoid Being the Dumping Ground (and Scapegoat)

There are five critical terms for sales enablement to become advisors to the sales team, establish strong boundaries, and avoid becoming the dumping ground

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Sales Enablement

Drive Focus to Drive Results

When quick results matter, don't abandon your strategic sales enablement plan. Maintain momentum with a focused approach on sales behaviors and activation.

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Sales Enablement Strategy

Build the Right Sales Enablement Operating Model

A sales enablement operating model defines the core activities and interfaces of the function. It clarifies enablement's responsibilities and workflows.

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Sales Enablement

Help Me Make My Number

Helping reps make their number means improving sales enablement in three areas: sales coaching enablement, sales tech stack alignment, and business acumen.

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Sales Enablement

There’s No Crying in Sales … Is There?

Is there a place for the softer skills, including emotional intelligence, in sales management? Yes, if you follow these three coaching guidelines.

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Advanced Sales Training

Product Training or Skill Training? Both, And!

The question is not product OR skill training. The right strategy is integration of the two, embedding skill and process components into product training.

Strategic Sales Enablement

Sales Enablement Strategy

Enablement Leaders: 6 Things to Get Right in Your First 6 Months

New sales enablement leaders are defining standards for success in real-time. So, where do you start? Build your six month sales enablement launch plan.

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sales leader

Which Reps Make the Best Managers?

How can you avoid promoting a great rep destined to fail at a sales manager? There are 5 critical factors to consider when internally sourcing this role.

Coach Content

Sales Enablement

Buyer Enablement: Helping Your Customers Buy from You

Despite the recent growth of sales enablement most sales teams have yet to tap into the power of buyer enablement, including the use of champion content.

Table Stakes

Advanced Sales Training

The New Table Stakes of Modern Selling

Traditional sales skills are not enough anymore. The table stakes have changed – requiring reps to have a new mindset that includes being commercially savvy, a professional guide throughout the buying process, and adaptive to all the customer's needs.

Growing Pains final

Sales Enablement

Avoiding Sales Enablement Growing Pains

How can sales enablement continue to mature without being weakened by growing pains? We’ve seen three common missteps -- including trying to grow too fast or take on too much -- and three key points to getting it right.

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Sales Enablement

The Sales Training You’re Missing

Improving the business acumen of sales teams should be a priority for sales and sales enablement leaders. Reps need better training, beyond basic selling skills. Reps with strong business knowledge – specifically financial and operational acumen – have a huge advantage over competitors.

accounting

Sales Enablement

It’s the Final Days of Q1: Do You Know Where Your Numbers Are?

The end of Q1 is only days away. At the end of each quarter sales enablement should execute five critical motions: pull data; dive into the details; help the new hires; be able to pivot quickly; and jump in wherever necessary. Sales enablement can drive the right actions and win deals.

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Sales Enablement

Problem Defined, Problem Half Sold

Sales people will fail unless they invest enough time in the problem definition stage of the sales process. Luckily, we can borrow a tool from academics and researchers to make sure everyone is on the same page: the problem-solution set.

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Sales Enablement

Avoid the Bonus Exodus

For those in sales leadership, it’s the time of year to worry. Once sales reps receive their year-end bonus, many companies see a spike in voluntary turnover. So, what can you do to prevent the bonus exodus?

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Sales Enablement

Start Pivoting or Continue Losing Deals

Pivots points are a rep’s navigational waypoints along the deal journey. Taking the time to pause to determine the next selling action has three critical advantages in opportunity management.

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Sales Enablement

Stop Wasting Commissions on the Wrong People

Consensus buying impacts almost every sale, and managers have to equip reps to work together internally. It’s definitely a team effort to win the deal. But should everyone on the team receive credit? Read the four critical factors in determining how to credit team selling.

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Sales Enablement

How to Navigate Internally to Close the Deal

Our research finds the ability to navigate internally is a key success factor in complex sales. But surprisingly, this capability isn’t something companies recruit for, train, or coach. Below are three skills leaders must develop to improve rep internal selling effectiveness.

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Sales Enablement

More Isn’t Always More: Avoiding the Pitfalls of Team Selling

Effective team selling -- necessary for today's multiple buyers -- means more than just adding more folks to a pursuit team. Consider these six strategic implications team-selling brings to sales organizations.

Presentation

Sales Enablement

Bad Discovery is Killing Your Deals

If a discovery meeting goes bad, more times than not, it’s the seller’s fault. The key to an effective discovery meeting is for the seller to act as a facilitator. Here are four ways to guarantee a successful outcome.

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Sales Enablement

The Future of Sales: The Death of the Economic Buyer

In the world of complex sales, the concept of one, true buyer – the economic buyer – is dead. Here's how the rise of the consensus sale is challenging your sales organization.

Sales Enablement Radio

Podcast

Post Merger Confessions of a $200M Company CEO | With Guest, Phil Saunders

The ups and downs of integrating two successful sales organizations in a merger.

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Sales Enablement

4 Ways Sales Enablement Can Make A Difference Next Year

We recently polled several dozen senior sales leaders about their sales enablement teams. The key takeaway was that sales enablement is well-positioned to be a critical driver of sales performance in 2019. Here's how.

Podcast

Seeing Through the Hype: Making Sense of SE Technology | With Guest, Nancy Nardin

Sales technology analyst Nancy Nardin, in a unique position to understand and clear the technical fog of sales enablement in this interview with Brian Williams.

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Sales Enablement

When Sales Reps Need to Call an Audible

A standard sales process is key to sales effectiveness. But the best reps know when to call audibles - adaptations to the process. Like the best quarterbacks, reps need great situational awareness so they call the right play at the right time. Sales managers must support and reinforce this approach.

Podcast

Starting the Year Strong: Sales Enablement Planning & Budget Strategies | With Guest, George Bronten

Time to at least start your planning and budget strategies.

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Sales Enablement

Putting a Bow on the Year: The Good, the Bad, and the Ugly

The year-end for a sales leader is a combination of stress and relief. It's also a time to reflect and plan. Here are the top sales and sales enablement trends in 2018 as decided by our blog readers: the good, bad, and ugly of modern selling. Reviewing the list is a great way to start 2019 right.

Podcast

What Every Sales Leader Wants Sales Enablement to Know | With Guest, John Krumheuer

The art of sales can get disorganized and off-track without the science and structure of sales enablement.

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Sales Enablement

The Art and Science of Sales Enablement

Sales productivity requires both the art and science of sales. Sales enablement provides the science of sales. When done right, sales enablement owns the elements for long-term, consistent success: the structure, process, content, and scaffolding to help sales leaders drive repeatable wins.

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vp sales

3 Strategies to Ensure Your Sales Force Performs Under Pressure

The year-end brings increased stress on the sales team. The best sales organizations have reps and managers who can perform under pressure. There are three key strategies for improving your sales team's ability to succeed when the pressure heats up.

Podcast

Crushing Your Quota Using Situational Awareness | With Guest, Chris Day

We explore how to using situational awareness and pattern matching helps ramp new sellers faster and improves sales coaching and enablement.

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vp sales

Dear Sales Leader, It's Time to Go

The average tenure of sales leaders is 19 months. A chief sales officer has little time to make an impact. If he or she can't, they're gone. Sometimes CSO failure is outside of the leader's control. But too often, it is self-inflicted. Sales leaders have an expiration date. When should you leave?

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Strategic Sales Comp

Sales Quotas: The Universal Afterthought of Sales Leaders

Too often, sales quota setting is an afterthought. It's one thing reps care the most about, yet it's usually what gets the least amount of attention.

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Sales Enablement

How to Use the Holidays to Win Deals

The holidays are a great time to reconnect with dormant clients and reengage prospects that have gone cold. Too many salespeople don't take advantage of natural opportunities presented by the holidays. Great reps use the holiday season to engineer points of interaction with prospects and clients.

Podcast

The Sequel to the Best Business Book in 95 Years is Released | With Guest, Patrick Renvoise

Renvoise covers three take a ways that every marketer can learn that will change the way they sell and market.

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Sales Messaging

3 Practical Ways to Get Sales and Marketing Working Together

Sales and marketing need to do a better job working together. Poor alignment between the two groups is a major barrier to sales performance in just about every company. The key is partnering on sales messaging, lead qualification, and leveraging product marketing insights. Sales must take the lead.

Podcast

Inside Sales is Expanding in the Market. Are You Ready? | With Guest, Sam Wilson

Inside Sales expanding in the market: Is your team ready?

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Sales Consulting

LeBron James Has a Message for Sales Leaders

Too many reps miss the fundamentals of good selling. These fundamental selling skills include sales planning, adaptive selling, sales practice, and consistent execution. The very best sales reps are like the best athletes. They spend tons of time off the field or court in practice and preparation.

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Sales Enablement

You’re Setting Your Champion Up for Failure

We live in a world of consensus buying. Champions, mobilizers, sponsors, coaches - no matter name, they're critical to winning deals. Too many sellers are ill-equipped to handle the new era of consensus buying. But the best reps use situational awareness to sell through influence vs. direct access.

Podcast

Account Retention: Do Relationships Still Matter When Retaining Accounts? | With Guest, Bill Hicks

Do relationships matter as much as they did several years ago as they do today in account retention?

blog20

Sales Enablement

Getting Real About Your Sales Enablement Tech Stack

We may be reaching the peak of the sales tech hype cycle. Sales leaders need to make sense of today’s sales tech landscape. Most teams aren't truly focused on driving sales productivity with the help of technology. There are several key strategies to ensure you make the right sales tech decisions.

Podcast

Sales Enablement: Is it Really Worth the Recent Hype? | With Guest, Mike Kunkle

What do the most successful companies’ approach, structure and implement in a Sales Enablement Organization?

blog19

Sales Enablement

What Your Reps Really Think About SKO

The annual kick-off meeting is a tradition in sales. But too many SKOs are a waste of money and time. Your sales reps want something more from your sales kick-off. Use this annual session to really engage and motivate your sales team. Avoid the mistakes and design your SKO to increase productivity.

Podcast

The CEO's Revenue Tightrope: Integrating Two Sales Teams Post Merger or Acquisition | With Guest, Phil Saunders

How to address keeping the best customers and best people during a merger?

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sales compensation

There's Still Time to Get Comp Right

For those in charge of designing and implementing sales incentive plans, it’s not too late. The window is closing fast, but there's still time to get it right for the new year.

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Sales Enablement

4 Keys to a Successful Enablement Program Rollout

Too many sales enablement program launches are doomed from the start. The pressure is on for sales ops and enablement teams to get these rollouts right. Smoother adoption, minimal disruption, and faster ROI are critical. There are 4 ways to minimize the pain of a new enablement program launches.

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Sales Enablement

3 Sales Enablement Trends to Watch in 2019

It's easy to get distracted at Dreamforce with the latest sales emablement tools and technologies. But beyond the hype, we see three major sales enablement trends coming in 2019. These trends reflect the rapidly maturing profession and should challenge any sales leader and sales enablement function.

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Sales Enablement

How to Maximize Your 2019 Sales Enablement Budget

Investments in sales enablement will improve sales performance. But without a comprehensive approach, most sales enablement plans won’t see the light of day. Sales enablement success in 2019 means leaders must start the 2019 planning process today. Too many are already behind in securing budgets.

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Sales Consulting

The Definitive Guide to Sales Metrics

Never before has sales had access to so much data. But too many sales teams are overwhelmed and under-leveraging their data. They lack the time and acumen to really dig into the numbers. To turn data into insights, look at seven major data elements and related metrics of your sales model.

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Chief Sales Officer

Sales Compensation Mistakes That Really Make Reps Mad

Competition is healthy in sales organizations. But the wrong sales compensation design can create unnecessary tension. Reps and managers quickly figure out the inequities of bad designs. Internal tensions became major distractions. There are 3 common comp design factors that annoy and anger reps.

2019 blog

Deal Coaching

Hitting Your 2019 Target: Are You Already Behind?

Your actions in Q3 and Q4 of 2018 will determine whether or not you achieve your sales targets in 2019. Now is the time to execute proactive pipeline management with your teams to drive new logos, account expansion and solid retention next year. Sales leaders must execute good coaching actions now.

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Sales Strategy

Preparing Your Sales Team for a Recession

A recession is inevitable. Basic economics indicates that what goes up must come down. The time for sales leaders to prepare their teams for economic stress is when sales are booming. Preparing for a recession requires discipline and rigor. There are 5 steps to take now to be ready for a downturn.

calendar blog

sales leader

Stop Wasting Your Coaching Time

It's easy to beat up sales managers over the need for more rep coaching. But sales managers are overwhelmed and distracted. The key for sales leadership is to help managers execute more efficient sales coaching activities. Situational deal coaching frees up time while improving effectiveness.

5 Comp Trends

Strategic Sales Comp

5 Sales Comp Trends You Should Be Thinking About

We see seismic shifts coming to sales compensation. To help you get ahead, we’ve identified 5 trends that every sales organization should be thinking about.

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sales leader

Is Your Sales Force Stuck in the 1980s?

Too many companies still use sales methodologies rooted in the 80s. But the most successful have adopted a sales process anchored around the buyer’s non-linear deciding journey. Their reps use situational awareness and an understanding of pivot points to guide the buyer forward one step at a time.

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sales leader

Hire Slow, Fire Fast

Every sales leader faces the challenge of too much work and not enough resources. Often the response is to hire a body – ANY body – just to get the job done. This stop-gap mentality is costly, in dollars and morale. And it’s one of the reasons why sales turnover rates continue to trend upward.

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sales leader

3 Strategies for Grooming Future Sales Leaders

Turnover continues to be a challenge for modern sales organizations. Losing talent disrupts sales productivity at a variety of levels. To achieve a high-performance sales culture, you need a strong sales retention strategy. Such a plan is the key to identifying and grooming future sales leaders.

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Sales Enablement

What It Takes to be a Chief Sales Officer Today

The Chief Sales Officer (CSO) role has dramatically changed. What qualified for the role before no longer gets you the gig. This change is a result of rapidly evolving external and internal factors. To be a great CSO, you must master both. This means excelling at Sales Strategy and Execution.

blog 5

Sales Enablement Strategy

It's Time for Sales Enablement to Grow Up: Four Steps to Maturity

Sales enablement has exploded, and you could argue it’s nearing the peak of the hype cycle. Early excitement is starting to be met with confusion, disappointment, or even frustration. For some CSOs, there’s a nagging concern that their sales enablement team might not be delivering.

Blog 4

Sales Enablement

Rethinking Discovery: Three Ways to Win Deals Early

Yes, buyers are inundated with information about purchase decisions and options. And yes, they’re connecting with sellers later. But, prospects are still very open to ‘discovery’ activities that deliver real value. This puts critical pressure on the salesperson to get discovery right.

Leadership Involvement

Sales Enablement

Three Sales Enablement Musts from Senior Leadership

Most sales initiatives lose momentum after a short time. Too often this is due to a lack of Senior Leadership involvement. Fast adoption and long-term success starts at the top. Are Senior Leaders visibly involved? Does the enablement initiative feel like a top leadership priority?

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sales leader

Are You Better with a Nobody or NO body?

Most sales leaders know that just because you’re in sales, it doesn’t mean you’re a good salesperson. Yet, we continue to see firms keeping poor performers in place for too long. Do you understand the true risks of keeping a ‘nobody’ rep in seat vs. temporarily having no body for a particular role?

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Sales Enablement

The Missing Link in Your Field Sales Model

Too many of today's sales models are missing a critical component. Once a mainstay, the field-based sales trainer has all but disappeared. Partnering with enablement and front-line managers, field trainers are key to helping reps make their number. How do you position this role to be successful?

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vp sales

3 Strategies for Managing a Millennial in Sales

Different age groups have their own cultural norms. And a sales leader can’t ignore these differences. Treating all reps the same, regardless of age, has a proven impact on productivity. A common question we get is, How do I manage a Millennial? There are three strategies to be successful.

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vp sales

Should You Promote Your Top Rep to Sales Manager?

You have an opening for a sales manager. Your rainmaker is vying for the role. He's outstanding in sales and has helped you make the number every year. Should you move him into the manager's chair? When considering promoting a star sales performer into management, tread carefully.

Honda Civic 2

Sales Enablement

Accelerating Your Deal Velocity: Are You Driving a ’79 Civic?

In modern sales, deal velocity is the name of the game. Our analysis of 2018 deals finds cycle length is slowing. The question, what can sales leaders and reps do about it? Shorten sales cycle length with four targeted actions that are both foundational and advanced, based on emerging research.

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Sales Enablement

Why Your Initiative Never Made It Past the Starting Gate

The fact is most sales effectiveness initiatives don’t stick. The launch goes well, but soon the tyranny of the urgent takes hold. There’s a reason ‘flavor of the month’ is such a commonly used phrase in sales enablement. For adoption to take hold, equip front-line managers in three key areas.

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Sales Enablement

Should You Hire a Recent Sales Graduate or an Experienced Rep?

Graduation season is upon us and more than 5,000 students are graduating with a sales major. Over forty universities offering sales majors will unleash a fresh crop of young professionals. And every Sales VP is asking themselves: Should I hire them? What are the risks? Are we ready to take them on?

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Sales Consulting

It’s Time to Rethink Your SMB Sales Force

Ask most CSOs about their salesforce structure and they’ll likely reference a triangle. Strategic accounts on top, followed by enterprise, mid-market, and SMB. The goal of the salesforce is to execute a set of motions that align with how buyers buy. But most don’t organize their teams this way.

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Sales Consulting

Outside vs. Inside. What’s Better?

Over and over we hear the same question from our clients: Should we promote internally or hire externally for this sales position? Too many sales leaders fall into the trap of complacency. When you consider talent promotion and hiring, the rule is to hire to the position, not the person.

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Sales Consulting

Confessions of a Fired CSO

Management consultants wear many hats – advisor, change agent, devil’s advocate. Sometimes we find ourselves in the role of therapist. One recently fired CSO sat down for coffee to reflect on his turbulent tenure. He confessed to four regrets that serve as important lessons learned for any new CSO .

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Sales Consulting

When It's All Hands On Deck – Get The Ship Back On Course

As a sales enablement leader, there are certain actions you must take when it's all hands on deck.

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Sales Consulting

Something Special Happened at the Steigenberger Hotel

We recently found ourselves at Frankfurt's Steigenberger Hotel as part of our work rolling out a Global Sales Manager Excellence Program. Participating in the 1.5 day workshop were 73 veteran sales managers from across Europe.

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Sales Consulting

Embrace the Messiness of the Deal

If you want your sales methodology to work, you need to embrace that it's going to be messy. There needs to be coaching around situational awareness, and how reps can pivot accordingly.

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Sales Consulting

3 Dumb Sales Training Moves Even Smart CSOs Make

We find 3 common sales training mistakes made by many CSOs. Focusing on one way to sell, failing to incorporate live fire practice, and lack of engagement by managers.

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Sales Consulting

What You Don't Know About Motivating Reps Can Hurt You

Today's sales reps aren't entirely coin operated. So managers need to find new ways to keep them motivated.

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Sales Consulting

Aligning Functions for Enablement

Sales Enablement leaders must align multiple functions, including Product, Marketing and Sales. Busting functional silos and spanning boundaries is hard work.

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Sales Consulting

Do You Have the Wrong Go-to-Market Strategy?

Is your company aware that the ever changing market requires an ever changing Go to Market (GTM) approach?

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Sales Consulting

#SalesManagerFails: 5 Risks to Hitting Your 2018 Targets

We've found 5 common sales manager missteps. None of these findings should be surprising. But without a consistent and proactive focus on these items, your 2018 results are at risk.

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Sales Consulting

10 Deal Killers in 2018

To make this year's number, leaders and enablement must prioritize helping their teams avoid these far too common issues.

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Sales Consulting

The Trap of a "Perfect" Sales Rep Profile

Most sales leaders have a strong view about what “good looks like” when it comes to sales rep. How many of these qualities accurately depict high performance?

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Sales Consulting

Avoid the 7 Deadly Sins of Sales Enablement in 2018

Today's stress on sales enablement has organizations buzzing. But what does it really mean to be "enabled"?

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Sales Consulting

Three Keys to Keep Your Initiative from Getting Knocked Out After SKO

We started the year with a great Sales Kick Off event. What can we do now to ensure our initiative doesn't get knocked out?

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Sales Consulting

How to Cure the Post Sales Kickoff Hangover

Sales Kickoff meetings are great, but how do we maintain the momentum when we return to the office? There are three actions you must implement to get results.

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Sales Consulting

Setting 2018 Goals: Wisdom from Michael Scott

Each year we determine what our sales goals are. To help us master the art and science of goalsetting, let’s turn to an icon of modern sales, Michael Scott.

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Advanced Sales Training

Challenging vs. Adapting – The New Winning Approach

Building your entire sales process around a single approach like Challenger is a flawed strategy. High performing organizations use an adaptable methodology.

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Sales Consulting

The Real Way to Make Your Number: Cross Sell

Cross selling is the Holy Grail for most companies.

Sales Consulting

The Biggest Obstacle with Sales Managers: Wasting Time

Sales management can be made easy with one simple thing: Time Management.

Sales Consulting

5 Things We're Thankful for in the New World of Selling

Sales is becoming increasingly complex, but also increasingly compelling. There are many things those involved in sales should be thankful for this year.

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Sales Consulting

How to Survive the Post-Challenger Sales World

Modern selling has continued to change since the initial Challenger research. We’ve seen the rise of social selling and continued changing buyer dynamics.

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Sales Consulting

Avoid the Self-inflicted Wounds of Sales Enablement

Here’s a hard truth: sales enablement can be its own worst enemy.

Sales Consulting

Seven Critical Considerations for Incentivizing New CROs

Compensating your CRO can be tricky. Here are some things to consider when designing the compensation plan.

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Sales Consulting

What We Learned at the Sales Enablement Society’s Inaugural Conference

Last week’s Sales Enablement Society’s conference confirmed that sales enablement has arrived and it's making a difference across companies of all sizes.

Sales Consulting

The New Sales Organization — Is Virtual Right for You?

Is a Virtual Sales Force right for your company? To determine, let’s first define what a Virtual Sales Organization is:

Sales Consulting

What We Can Learn About Sales from Nick Saban

Nick Saban knows a lot when it comes to football. But his knowledge can even be translated into sales.

Sales Consulting

Modernize your Sales Enablement with Situational Awareness

In order to fix your sales methodology, your sellers need to recognize the key situational factors that drive their opportunities.

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Sales Consulting

What Does Your Chief Sales Officer Expect of You?

“What Does Your CSO Expect of You?: A Case Study on Hewlett Packard Enterprise”

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Sales Consulting

Your Sales Methodology is Broken

The Pivot Point sales methodology enables your sellers to adapt the various situations by relying on a modern selling mindset, skillset and toolset.

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Sales Consulting

Human Resources and Sales Compensation don’t mix well together

Sales compensation is a key component to hitting your quota. Yet most sales compensation plans fall under Human Resources responsibility.

Sales Consulting

Uncovering the Secret to Methodology Adoption

The push for field adoption of sales methodology misses the point. Listen in as Brevet partners discuss this new methodology strategy.

Industry News

How to get your 2018 Number Reduced

Getting your 2018 number reduced isn't as difficult as you thought it would be. Get the executive team involved and help them understand what it means for them.

Sales Consulting

The Biggest Mistake Sales Reps are Making - And How to Fix It

In low performing organizations, sales reps only spend 20% of their time speaking to customers. Here are 4 ways reps can maximize their time with customers.

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Sales Consulting

Unlocking the DNA of Tomorrow's Elite Sales Performers

Hiring sales reps is still centered around the best practices of yesterday. Here are 5 traits sales leaders should look for when recruiting new talent.

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Sales Consulting

4 Common Characteristics of Rockstar Sales Enablement Leaders

Sales leaders want to know what separates a sales enablement rockstar from someone who is just "so-so." Thankfully, we've seen what "great" looks like.

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Sales Consulting

Nailing the Right Deal Strategy for Your Situation

High performers of all types—from highly trained military operators to elite athletes to world-class surgeons—share one common trait: situational adaptability.

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Sales Consulting

3 Deadly Sales Training Mistakes (and How to Fix Them)

Today’s fast-changing sales environment creates new capability requirements for reps. Sales professionals need quality training to be successful in their role.

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Consulting

What CEOs Don’t Know About Sales Transformations (And How It Can Hurt Them)

Re-engineering the sales function is a massive undertaking. Here are 5 critical factors that CEOs must understand to support a successful sales transformation.

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Sales Consulting

How to Get Your Sales Reps to Actually Use the Sales Process

Here are some of our most effective strategies for getting sales reps to consistently execute your sales process, a practice that improves sales performance.

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Consulting

What Every Sales VP Should Know About Their Millennial Salesforce

What Every Sales VP Should Know About Their Millennial Salesforce

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Sales Enablement

The One Discipline That Separates Elite Performers from Their Peers

The One Discipline That Separates Elite Performers from Their Peers

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Uncategorized

Your Current Training Misses the Mark for Half of Your Salesforce

Your Current Training Misses the Mark for Half of Your Salesforce

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Consulting

Taking Your Sales Training From Theory to Application

Taking your sales training from theory to application can be difficult. We suggest leveraging technology tools, like PointForward, to help your sales team.

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Inspiration

5 Unconventional End-of-year Activities to Kick-start Your Sales in 2017

Follow through on some end-of-year activities to assess what you learned over the last 11 months and develop a plan for crushing first quarter sales goals.

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Announcements

PointForward Recognized as "Must-Have Sales Solution" by SmartSellingTools.com

PointForward Recognized as "Must-Have Sales Solution" by SmartSellingTools.com

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Sales Consulting

How Do Best Practices Evolve Into Common Practice?

How Do Best Practices Evolve Into Common Practice?

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Sales Enablement

Are You Ready For The Next Generation Of Sales Reps?

Understand the Next Generation Sales Reps and prepare your training & enablement to best benefit them. Implement video practice to support learning needs.

Consulting

The Importance of Mastering the Softer Side of Sales

Developing soft sales skills can be detrimental to your next sale, but mastering soft skills takes a lot practice and feedback.

Sales Messaging

How to Identify Meaningful Insight from Your Best Salespeople

Identify insight, understand capabilities, and recognize key skills in your best salespeople to run a more effective sales organization.

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Sales Enablement

How to Improve the Efficiency of Your Sales Training

Learn we're helping companies to improve sales training efficiency through video-based technology and redefined coaching plans.

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Sales Training

Solving the Problem of Sales Training ROI

Understand how to break down your hard and soft cost structure to gain a positive sales training ROI (return on investment) from your sales training

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Sales Training

Closing the Last Mile in Sales Training

Sales training closing can be difficult. You want to ensure that your reps understand and are ready to take it to the table. Learn our best tactics.

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Events

Dreamforce Sales Enablement Day Soiree

Dreamforce Sales Enablement Day Soiree

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Sales Training

10 Practical Sales Productivity Tips

10 Practical Sales Productivity Tips

Sales Messaging

Embrace the Irrationality of Selling

Don't try to make sense of buyers emotions, embrace the irrationality of selling.

Sales Training

Don't Paint Your Car with Spray Paint (And Other Sales Training Lessons)

To really develop your rep’s skills and talents, you need to spend time applying multiple coats of training. Sales training lessons involve a few elements.

Inspiration

5 Things Running Can Teach Us About Implementing Sales Effectiveness Programs

Driving change within the sales force is hard. Here are five lessons from a novice runner that can help you improve your sales effectiveness programs.

Sales Training

The 15 Minute Meeting: How to Improve Sales Results with Shorter Prospecting Calls

The 15 Minute Meeting: How to Improve Sales Results with Shorter Prospecting Calls

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Sales Training

21 Mind-Blowing Sales Stats

We’ve gathered the most surprising, horrifying, and enlightening sales statistics on cold calling, social selling, sales training, and much more.

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Sales Consulting

Allen and His Magical X-Ray Machine

Allen's Magical X-Ray Machine helps sales reps and even customers uncover needs and wants, the same way a doctor diagnoses a patient.

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Sales Training

5 Points to Build the Case for Social Selling

Don’t assume your sales team “get’s it.” Use these five points to ensure your reps are ready to embrace social selling through social media.

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Sales Training

4 Ways to Measure Sales Training Success

4 Ways to Measure Sales Training Success

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Inspiration

Halo or horns? What do people that meet you see?

Halo or horns? What do people that meet you see?

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Sales Training

Make the Most of Your Sales Training

Make the Most of Your Sales Training

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Sales Training

The Most Common Sales Training Mistake

Learn about the most common sales training mistake companies make and what you can do to avoid it.

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Sales Training

Social Selling with LinkedIn: Getting Started

This video is a first in a series of tutorials that is meant to help you and your sales team get set up and started with social selling with LinkedIn.

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Sales Training

Are We There Yet? Using Competencies to Maximize Sales Training ROI

Five tips for building better competency-focused sales training programs that you can use to effectively measure sales training ROI

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Sales Training

Onboarding Lessons from the First Day of Kindergarten

Bringing aboard a new salesperson is as special as a child’s first day of school. Do you have a good onboarding process in place to ensure these new hires are equipped for success?

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Sales Training

3 Attributes of Smarter Selling

3 Attributes of Smarter Selling

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Sales Consulting

Inside the Entrepreneur's Brain and What It Means for Sales

Inside the Entrepreneur's Brain and What It Means for Sales

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Sales Consulting

What Can Sales Leaders Learn from the Wolf of Wall Street?

What Can Sales Leaders Learn from the Wolf of Wall Street?

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Sales Training

Sales Coaching the Seattle Seahawks Way

Sales Coaching the Seattle Seahawks Way

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Sales Consulting

Great Salespeople Think Like Entrepreneurs, Part 2

Research by Brevet finds that salespeople who excel in selling solutions have a special way of thinking about customer problems.

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Sales Consulting

Leaving No Doubt

Taking the Seahawks "Leaving No Doubt" motto to everyday sales skills to be more effective and better serve your customers.

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Sales Consulting

Great Salespeople Think Like Entrepreneurs, Part 1

Great Salespeople Think Like Entrepreneurs, Part 1

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News

What Does Brevet Mean?

What The Brevet Group means to us.