Smarter Sales Enablement

Insights that Accelerate Your Sales Performance

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...

Three Sales Enablement Musts from Senior Leadership

In my previous post, we discussed the impact of the front-line manager on sales effectiveness initiatives. A sales manager’s role is to model, coach...

Are You Better with a Nobody or NO body?

Most sales leaders know that just because you’re in sales, it doesn’t mean you’re a good salesperson. Last week we were interviewing clients as part of...

The Missing Link in Your Field Sales Model

In my first outside sales job, each district had a dedicated field training manager. At first, I was intimidated. Not only did I have to deliver for my...

3 Strategies for Managing a Millennial in Sales

Different age groups have their own norms. Most speak their own dialogue and refer to different cultural references. Baby boomers still talk about MASH...

Should You Promote Your Top Rep to Sales Manager?

You have an opening for a sales manager. Your rainmaker is vying for the role. He's great at personal selling and has helped you make the number every...

Accelerating Your Deal Velocity: Are You Driving a ’79 Civic?

My first car was a used 1979 Honda Civic. Five-speed manual. Cracked dashboard. Brown. She was a beauty. At 60 horsepower, there was no possibility of...

Why Your Initiative Never Made It Past the Starting Gate

Most sales effectiveness initiatives don’t take hold. At least not in the way originally planned. In the beginning, people appear to walk the talk....

Should You Hire a Recent Sales Graduate or an Experienced Rep?

Graduation season is upon us and more than 5,000 students will graduate with a formal sales major. Over fifty universities with sales majors will...

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...