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

Start Fast in 2020: Rethink Your Sales Training

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...

Buy or Build Your Sales Methodology?

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...

The Real Reason Your Reps Don’t Use Your Playbooks

Marketing and sales enablement have poured millions of dollars into building sales playbooks. The intent was good. The research was right. The content...

Stop Fumbling the Pricing Conversation

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....

Unlock Your Sales Strategy with Sales Compensation

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...

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...