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...
Ralph Grimse
Recent Posts
We were recently with a Chief Revenue Officer who was complaining about her reps’ bad customer conversations. She talked about her attempt to...
We find some interesting contrasts as we work in different industry sales models. In traditional product firms, sales teams are striving to be more...
“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 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...
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...
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....
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...
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...
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...
