Smarter Sales Enablement

Insights that Accelerate Your Sales Performance

Brian Williams, PhD

Researcher, consultant, and sales leader, Brian uses a data-driven approach to drive sales effectiveness. His clients include leading sales organizations in financial services, technology, healthcare, and professional services. Using insight from academics and change management, Brian helps senior leaders and sales enablement teams understand and succeed in today’s more demanding market. His research has been published in Harvard Business Review and other outlets.
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Recent Posts

Dear Sales Leader, It's Time to Go

Ben was the sales leader of a billion-dollar manufacturing firm, and he was hired to transform the company. Brought in two years ago, he charmed the...

Getting Real About Your Sales Enablement Tech Stack

Are we reaching the peak of the sales technology hype cycle? How can sales leaders make sense of today’s tech landscape? Are teams truly focused on...

4 Keys to a Successful Enablement Program Rollout

Personal confession: I hate running. The heat, humidity, and hills here in Atlanta are brutal. But I continue to subject myself to the misery. It’s my...

How to Maximize Your 2019 Sales Enablement Budget

The day after Labor Day I had a conversation with a sales enablement leader. She was heading to Dreamforce soon and had set up a month’s worth of...

Stop Wasting Your Coaching Time

Enough already, let’s get practical about sales coaching. You’d be hard pressed to find anyone that didn’t agree on the importance of front-line sales...

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

Many CSOs ask us to rate the effectiveness of their sales enablement functions. It’s a tricky question because “effectiveness” can be relative. What is...

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

My first car was a used 1979 Honda Civic. Five-speed manual. Cracked dashboard. Brown. She was a beauty. At 60 horsepower, there was no possibility of...

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. I sat down for...

3 Dumb Sales Training Moves Even Smart CSOs Make

We’ve talked with many sales leaders over the last few weeks about sales training. Pressure to hit the 2018 number, competitive headwinds, and more...

#SalesManagerFails: 5 Risks to Hitting Your 2018 Targets

Our consultants have been busy in 2018. More than 100 ride-alongs and sales call reviews. SKO sessions in eight countries. Surveys and interviews of...