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. Learn how to enable your sales team to take advantage of these changes.

Sales Enablement

The Sales Transformation Dilemma – To Tweak or To Transform?

Does your sales force need a transformation? We provide key considerations and sales force assessment to help answer this for your organization.

Sales Enablement

Sales Enablement

How to Navigate Today's Buying Dynamics

Today's organizational decision-making has dramatically changed. Learn more about the new buyer reality and how your reps should respond to close deals.

Sales Strategy

7 Steps to Sales Force Transformation: Building Your Case for Change

We’ve identified six core components of common customer-facing sales strategies that should be applied internally in selling a sales transformation.

Sales Strategy

7 Steps to Sales Force Transformation: Drivers of a Transformation

The drivers of a sales force transformation often vary across companies and industries, but at the highest level, they fit within several defined categories.

Sales Enablement

Descartes Philosophy: Applied to Modern Sales Challenges

A recent experience attending a flawless virtual conference with 8000 attendees proves that organizations can indeed reimagine and execute what's possible.

Sales Enablement

4 Lessons After 6 Months and 100+ Hours of Virtual Sales Training

After 6 months of delivering 100+ hours of only virtual sales training for clients, our Symmetrics Group team regrouped to reflect on lessons learned.

Sales Compensation Toolkit

Selling in Uncertain Times

Your Sales Compensation Toolkit for Navigating COVID-19

There are many options to address sales compensation risks during this pandemic. These options span from low cost to minor tweaks to radical overhauls.

Sales Enablement

7 Hard Truths About Selling Value

Sales teams are continually torn between “we need to sell value” and the customer’s feedback of “we can’t spend that”. Here's how to address it.

test

Selling in Uncertain Times

What Does Sales Enablement Do During Our Current COVID-19 Situation?

With live meetings and other programs on hold, sales enablement needs to refocus and re-prioritize. Here are the vital few actions that matter most now.

Covid-19

Strategic Sales Comp

Sales Compensation: Adapting to a New Normal During COVID-19 Changes

Comp and goals are two of the most critical levers at your command in driving sales behaviors. They take on even greater importance in times of crisis.

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 training

Onboarding A New Salesperson: The Mistake that Lengthens New Hire Ramp

Onboarding a new salesperson is at the top of the “to-do” list for any business that invests in sales enablement.

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 Messaging

Rethink Your Definition of a Deal Champion

The concept of deal champion, advocate, or coach has been around a long time. Without question, they're the most important person in modern deal strategy.

cross selling metrics

sales leadership

Why Your Cross-Selling Strategies Aren't Working

Every sales leader has the same complaint: Our reps can't sell other products to current customers. Addressing this takes much more than product training.

Sales Enablement

Creating a Customer for Life in Volatile Times

What if today, you had the means to create relentless, enduring loyalty that your customers will talk about 5 or 10 years from now? Learn how to do it.

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 Enablement Planning

Sales Enablement Ideas: 5 Things That Won’t Happen in 2020

Time for a reality check. There are many sales enablement ideas that will fall short in 2020. Here’s a list of 5 things that won’t likely happen next year.

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.