Smarter Sales Enablement

Insights that Accelerate Your Sales Performance

When Sales Reps Need to Call an Audible

One of the most fascinating parts of football is watching how “thinking” quarterbacks approach the line of scrimmage. As a NY Giants fan, it’s...

Putting a Bow on 2018: The Good, the Bad, and the Ugly

Congratulations - you made it to year-end! For most of us, year-end brings both stress and relief. But it's also one of the only times of the when...

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...

3 Strategies to Ensure Your Sales Force Performs Under Pressure

As a consultant, I spend a lot of time in the field with clients. Whether it’s conducting a ride along, coaching one-on-one, or facilitating a...

Dear Sales Leader, It's Time to Go

Ben was the sales leader of a billion-dollar manufacturing firm, and he was hired to transform the company. Brought in two years ago, he charmed the...

Sales Quotas: The Universal Afterthought of Sales Leaders

What do dinner rolls, an umbrella, and sales quotas have in common? While this may sound like a bad joke, these are all afterthoughts. We don’t think...

How to Use the Holidays to Win Deals

So much of sales comes down to relationships. But even great relationships can grow a little cold over time. This is even more true with new...

3 Practical Ways to Get Sales and Marketing Working Together

Last week I had two sales managers at different companies complain, “Marketing doesn’t give us any good leads.” Then I talked to the marketing folks at...

LeBron James Has a Message for Sales Leaders

We’ve been spending a lot of time in the field with reps lately. Some reps are on track to hit their Q4 numbers, but others are clearly at risk. Last...

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...