We met with a prospect last week to discuss plans for 2020. After describing our approach, the leader turned to me and said, “So if I’m hearing you...
Ralph Grimse
Recent Posts
The term “sales methodology” has been around for a long time. It was a way to elevate sales training to a business process. The idea was to put sales...
Marketing and sales enablement have poured millions of dollars into building sales playbooks. The intent was good. The research was right. The content...
Your rep is 50 minutes into the one-hour discovery call. They’ve done everything right. Great sequencing of questions. Good engagement from the buyer....
One of my former leaders would often say we did strategy projects masked as organizational design projects. Why would he claim that? The reality is...
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...
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...
