Advanced Sales Training
Start Training Your Sales Reps to be Real Business 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 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.
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 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.
Sales Enablement
Bad Sales Discovery Meetings Are Killing Your Deals
If a discovery meeting goes bad, it's usually the seller’s fault. The key to an effective discovery meeting is for the seller to act as a facilitator.
Sales Enablement
The Future of Sales: The Death of the Economic Buyer
In the world of complex sales, the concept of the economic buyer is dead. Here's how the rise of the consensus sale is challenging your sales organization.
Podcast
What Every Sales Leader Wants Sales Enablement to Know
The art of sales can get disorganized and off-track without the science and structure of sales enablement. With Guest, John Krumheuer
Sales Enablement
The Art of Sales and Science of Sales Enablement
Sales productivity requires both the science and art of sales. Sales enablement provides the science of sales. When done right, they're a perfect match.
Podcast
Crushing Your Quota Using Situational Awareness With Guest, Chris Day
We explore how using situational awareness and pattern matching helps ramp new sellers faster and improves sales coaching and enablement. Listen in today!
Podcast
The Sequel to the Best Business Book in 95 Years is Released
Renvoise covers three takeaways that every marketer can learn that will change the way they sell and market. With Guest, Patrick Renvoise
Sales Consulting
LeBron James Has a Message for Sales Leaders
Too many sales reps miss the fundamentals of good selling. The very best sales reps are like athletes. They spend tons of time in practice and preparation.
Sales Enablement
Champion Selling: You’re Setting Your Champion Up for Failure
To execute a champion-led sale, reps need to focus on the 4 P’s. Partnership, Positioning, Practice, & Process. Working on the P’s is a recipe for success.
Sales Enablement
3 Sales Enablement Trends to Watch in 2019
It's easy to get distracted by the latest sales emablement tools and technologies. Beyond the hype, we see three major sales enablement trends coming.
Sales Consulting
The Definitive Guide to Key Sales Metrics
Never before has sales had access to so much data. To turn data into insights, look at seven major data elements and related metrics of your sales model.
sales compensation
5 Sales Compensation Trends You Should Be Thinking About
We see seismic shifts coming to sales compensation. To help you get ahead, we’ve identified 5 trends that every sales organization should be thinking about
Sales Enablement
Rethinking Sales Discovery Process: Three Ways to Win Deals Early
With prospects still very open to ‘discovery’ activities that deliver real value. This provides an opportunity to get the sales discovery process right.
Sales Consulting
It’s Time to Rethink Your SMB Sales Force
The goal of the salesforce is to execute a set of motions that align with how buyers buy. But most don’t organize their teams this way.
Sales Consulting
Embrace the Messiness of the Deal
If you want your sales methodology to work, you need to embrace that it's going to be messy. There needs to be coaching around situational awareness, and..
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