Smarter Sales Enablement

Insights that Accelerate Your Sales Performance

Confessions of a Fired CSO

Management consultants wear many hats – advisor, change agent, devil’s advocate. Sometimes we find ourselves in the role of therapist. I sat down for...

When It's All Hands On Deck – Get The Ship Back On Course

You walk into your monthly leadership meeting and everyone is quieter than usual. First quarter has closed, and results are behind expectations. Your...

Something Special Happened at the Steigenberger Hotel

Sales managers are the most important people in the salesforce. They can drive adoption of your sales methodology or they can blow it off. Too often...

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,...

3 Dumb Sales Training Moves Even Smart CSOs Make

We’ve talked with many sales leaders over the last few weeks about sales training. Pressure to hit the 2018 number, competitive headwinds, and more...

What You Don't Know About Motivating Reps Can Hurt You

"Reps are just coin-operated machines. Pay them to get results." It’s a common phrase we hear frequently from sales leaders. And it's true that...

Aligning Functions for Enablement

Sales Enablement can be defined as getting the right content, in the right hands, at the right time, with the right message to further the right sales...

Do You Have the Wrong Go-to-Market Strategy?

We see it all the time. A company was once booming. In past years, revenue growth ranged from 20-30%. The market was expanding, the product was...

#SalesManagerFails: 5 Risks to Hitting Your 2018 Targets

Our consultants have been busy in 2018. More than 100 ride-alongs and sales call reviews. SKO sessions in eight countries. Surveys and interviews of...

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...