Smarter Sales Enablement

Insights that Accelerate Your Sales Performance

Ralph Grimse

Ralph is a partner with The Brevet Group, and for 20 years he has led sales performance teams in the United States and Asia. Recently he also served as a sales leader in both the media and technology industries. Ralph’s work has focused on a unique blend of management consulting and sales enablement to help companies execute their sales strategies. Prior to this role, Ralph was the APAC sales effectiveness leader at Mercer.

Recent Posts

Build a Sales Experience that Differentiates

What’s it like to buy from a great sales rep?

For the past decade, marketing and sales have been searching high and low to answer this question. We...

Why Your Reps Aren’t Having Business Conversations

We were recently with a Chief Revenue Officer who was complaining about her reps’ bad customer conversations. She talked about her attempt to...

Start Training Your Reps to be Consultants

We find some interesting contrasts as we work in different industry sales models. In traditional product firms, sales teams are striving to be more...

Building Your Sales Enablement Operating Model

“If you’ve seen one sales enablement team, you’ve seen one sales enablement team.”

Despite the growth, we’re still very early in the maturity of sales...

Product Training or Skill Training? Yes, AND

Product training has gotten a bad rap lately. In a lot of companies, it’s the only sales training that’s offered. Many in sales enablement see product...

The New Table Stakes of Modern Selling

Modern buying has fundamentally shifted all aspects of sales. Reps need a new mindset, skillset, and toolset to compete today.

Yes, the core skills are...

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

The end of the first quarter is only days away. It’s the first critical milestone of the year and will establish the momentum for the next quarter....

Start Pivoting or Continue Losing Deals

One of my clients was recently in the market for a new software platform. Like most buyers, this executive did extensive online research and pretty...

Bad Discovery is Killing Your Deals

We’ve all been a part of a bad sales call. Maybe we were on the receiving end or maybe we observed it during a ride along. What makes a bad sales call...

The Future of Sales: The Death of the Economic Buyer

Bill, a rep for a software firm, was on track to sell a large deal to a manufacturing company. He had known the CEO for more than 10 years, and in fact...