Insights

Smarter Selling

Insights that accelerate your sales performance

Sales Enablement

Sales Enablement

How to Navigate Today's Buying Dynamics

Today's organizational decision-making has dramatically changed. Learn more about the new buyer reality and how your reps should respond to close deals.

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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.

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 metrics

sales leadership

Why Your Cross-Selling Strategies Aren't Working

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

Advanced Sales Training

Change Management: A Critical Skill Missing from Modern Sales Toolkits

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

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.

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Sales Enablement

How is Your Alignment Between Sales and Marketing Coming Along?

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?

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sales leadership

Recession Proof Your Sales Teams Now

No one wants it but economic downturns happen. As we enter the budget and planning season, now is the time for recession proofing your sales organization.

Sales Enablement

Flanking Strategy: How to Win Against Larger Competitors

In military strategy, flanking is attacking the opponent from the side. It's effective because the enemy's strength is usually concentrated at the front.

Advanced Sales Training

Why Aren’t Your Sales 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.

Drive For Results Performance Review

Sales Enablement

Practical Field Activation & Enablement: Drive Focus to Drive Results

When quick results matter, don't abandon your strategic sales enablement plan. Maintain momentum with a focused field activation approach that drives results.

Sales Enablement

Build a Smart Enablement Plan That Helps Them Hit Their Number

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

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.

three common missteps

Sales Enablement

Sales Enablement Solutions: Learn How To Avoid The Top 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.

Sales Enablement

Problem Definition Process: This is Key to Closing Complex Deals

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.

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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 team. Consider these six strategic implications.

Sales Enablement Metrics

Sales Enablement

4 Ways Sales Enablement Metrics Can Make A Difference Next Year

Sales enablement is well-positioned to be a critical driver of sales performance. Here's 4 practical ways that sales enablement can improve things.

Podcast With Guest, Nancy Nardin

Podcast

Seeing Through the Hype: Making Sense of SE Technology

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

Sales Enablement Radio - George Bronten

Podcast

Starting Strong: Sales Enablement Planning & Budget Strategies

Brevet partners Brian Williams and Ralph Grimse with their guest George Bronten discuss the importance of Sales Enablement planning and budget strategies.

Sales Enablement

Sales Enablement Trends in 2018: The Good, the Bad, and the Ugly

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. Start 2019 right.