Insights

Smarter Selling

Insights that accelerate your sales performance

More Effective Discovery Conversations

Sales Enablement

Now is the Time to Rediscover Your Customers

The market is shifting. Projects are moving forward. Capital spending is on the uptick. Learn how to enable your sales team to take advantage of these changes.

CRO Needs in Uncertain Times

sales leadership

Guiding Your Sales Team During COVID-19: What Every CRO Needs to Know

Out of periods of uncertainty, there will be winners and losers. Some sales teams will embrace uncertainty and crush their number. Others will be crushed.

Sales Enablement Strategy

Sales Enablement

The Most Impactful Sales Enablement Action You’re Not Taking

Your sales reps’ biggest enemy is time. A typical week for a rep includes many time burdens, yes – even sales enablement programs.

Sales Support

Sales Training

Sales Team Support: How to Support Your Teams During a Slowdown

This is a year of maximum risk and uncertainty. Your sales team needs the support to be able to navigate and help their customers through this period.

sales kickoff

The Agenda Item Missing from Your Sales Kick Off (SKO)

A great SKO can set your team up for success. Unfortunately, too many Sales Kick-Offs don't include the critical skills modern sellers need to win.

additional team solutions

Advanced Sales Training

Advanced Sales Training: Rethink Your Team Skills to Win

Your team needs a different type of training. A new model of advanced sales training will turn your reps into elite athletes who win with today's buyers.

Advanced Sales Training

Sales Methodology Defined: Buy or Build?

The idea of a “sales methodology” has been around for years. Many vendors apply the term to their packaged program. Is it better to go off-the-shelf or build your own?

Sales Messaging

The Real Reason Your Reps Don’t Use Your Sales Playbooks

Millions of dollars and countless hours have been spent on sales playbooks. But most end up unused or forgotten. We know why and how to fix the issue.

Conversation Price

sales methodology

Conversation Price: Stop Fumbling the Pricing in Your Conversation

Being asked for a 'ballpark price' too early in the sales process is one of the hardest challenges reps face. Every option a rep faces comes with risks.

sales compensation strategies

Strategic Sales Comp

Unlock Your Sales Strategy with A Sales Compensation Plan

A sales compensation plan is a great way to bring clarity to a sales strategy, especially a potentially cloudy and undefined one. Learn more.

Sales Messaging

Build a Sales Experience that Differentiates

What’s it like to buy from a great sales rep? Winning sales teams are focusing on differentiating their sales experience, or SX. But what does that mean?

sales leader

Why Your Sales Reps Aren’t Having Business Conversations

Too many sales reps can’t have business conversations, and it’s impacting win rates and deal sizes. Modern selling starts by elevating the sales dialogue.

consultative selling

Advanced Sales Training

Start Training Your Sales Reps to be Real Sales Consultants

To be effective in today’s selling environment you need to leverage the best traits from both traditional product and professional services models.

sales operating model

Sales Enablement Strategy

Building the Right Sales Operating Model for Sales Enablement

A sales enablement model defines the core activities and interfaces of the function. It clarifies enablement's responsibilities and workflows.

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Advanced Sales Training

Product Training or Skill Training? Both, And!

The question is not product OR skill training. The right strategy is integration of the two, embedding skill and process components into product training.

Advanced Sales Training

Modern Selling vs Traditional: The New Table Stakes

Traditional sales skills are not enough anymore. The table stakes have changed requiring reps to have a new modern selling mindset for customer's needs.

Sales Enablement

It’s the Final Days of Q1: Do You Know Where Your Numbers Are?

The end of Q1 is only days away. At the end of each quarter, sales enablement should execute five critical motions: pull data; dive into the details...

sales Pivots

Sales Enablement

Start Sales Pivoting or Continue Losing Deals

Sales pivots are a sales rep’s navigational waypoints along the deal journey. Taking the time to pause to determine the next selling action has advantages.

Presentation

Sales Enablement

Bad Sales Discovery Meetings Are Killing Your Deals

If a discovery meeting goes bad, more times than not, it’s the seller’s fault. The key to an effective sales discovery meeting is for the seller to act as a facilitator. Here are four ways to guarantee a successful outcome.

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Sales Enablement

The Future of Sales: The Death of the Economic Buyer

In the world of complex sales, the concept of one, true buyer – the economic buyer – is dead. Here's how the rise of the consensus sale is challenging your sales organization.