Insights

Smarter Selling

Insights that accelerate your sales performance

Drive For Results Performance Review

Sales Enablement

Practical Field Activation & Enablement: Drive Focus to Drive Results

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

Facilitating Problem Definition: The Key to Closing Complex Deals

Sellers will fail in complex deals unless they invest enough time in the problem definition stage of the sales process. Here's a framework that works.

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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.

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vp sales

Sales Leaders: 3 Tell Tell Signs 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 they can't, they're gone and it's time to go.

sales enablement technology

Sales Enablement

Getting Real About Your Sales Enablement Tech Stack

We may be reaching the peak of the sales technology hype cycle. There are several key strategies to ensure you make the right sales tech stack decisions.

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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.

Sales Enablement Plan

Sales Enablement

How to Maximize Your 2019 Sales Enablement Plan & Budget

Investments in sales enablement will improve sales performance. But without a comprehensive approach, most sales enablement plans won’t see daylight.

sales leader

Importance of Sales Coaching: Stop Wasting Your Time

The key to sales leadership is to help managers execute more efficient sales coaching activities. Situational deal coaching frees up time.

Sales Enablement Roadmap

Sales Enablement Strategy

Sales Enablement Maturity Model: The 4 levels of Maturity

Our view is that evaluating sales enablement starts by understanding where the function is in its maturity. Discover how to reach the 4 levels of maturity

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Sales Hiring and Recruiting

Should You Promote Your Top Sales Rep to Sales Manager?

Should you move your rainmaker into the sales manager's chair? When considering promoting a star sales performer into management, tread carefully.

Sales Enablement

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

In modern sales, deal velocity is the name of the game. Shorten your sales cycle with four targeted actions that are both foundational and advanced.

sales management

Confessions of a Fired CSO

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.

Sales Consulting

3 Sales Training Mistakes Even Smart CSOs Make

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