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 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...

Rethinking Discovery: Three Ways to Win Deals Early

Results from our latest Buyer Pulse Survey are in. Yes, buyers are inundated with information about purchase decisions and options. And yes, they’re...

It’s Time to Rethink Your SMB Sales Force

Ask most sales leaders about their sales force structure and they’ll likely reference a triangle. Global/strategic accounts on top, followed by...

Embrace the Messiness of the Deal

I met last week with the Sales Operations leader of a large software company. After much discussion about his current state, he looked at me and asked,...

10 Deal Killers in 2018

The calendar has quickly turned to February. Sales teams are shaking off their SKO hangovers and back building pipeline and closing deals. We’ve been...

Avoid the 7 Deadly Sins of Sales Enablement in 2018

Increasingly, sales enablement is seen as a core organizational capability. And right now, nearly every enablement team is finalizing their 2018 plans....