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

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...

The Art and Science of Sales Enablement

I recently talked with John Krumheuer, VP of North American Sales at SmartDrive Systems. We discussed the relationship between sales leaders and sales...

You’re Setting Your Champion Up for Failure

They go by many names: champions, mobilizers, sponsors, coaches. We can debate the nuances between them, but we can all agree that they’re critical to...

3 Sales Enablement Trends to Watch in 2019

In California, we have a saying: ‘The future happens here first’. And that comment always seems appropriate at Dreamforce. During this annual...

The Definitive Guide to Sales Metrics

Never before has sales had access to so much data. And you’d think that with this level of data there’d be more fact-based decision making....

Five Sales Comp Trends You Should Be Thinking About

In the coming weeks companies will start the cycle of updating their sales compensation programs for next year. Sales compensation is a critical...