Smarter Sales Enablement

Insights that Accelerate Your Sales Performance

The Trap of a "Perfect" Sales Rep Profile

Picture a high-performing sales rep. What do you see? Is he a charming and charismatic? Is she aggressive? Does he challenge? Does she consult?

Avoid the 7 Deadly Sins of Sales Enablement in 2018

Increasingly, sales enablement is seen as a core organizational capability. And right now, nearly every enablement team is finalizing their 2018 plans....

Three Keys to Keep Your Initiative from Getting Knocked Out After SKO

As a sales enablement professional, now is the time when the rubber meets the road. You've spent months developing business-critical programs for the...

How to Cure the Post Sales Kickoff Hangover

Everyone just left the hotel. You had the entire sales team in town to jumpstart and kickoff 2018. You had a big keynote speech from the CEO and a...

Setting 2018 Goals: Wisdom from Michael Scott

Many of us use this time each year to reflect on our goals for the next 12 months. These objectives can be both personal resolutions and professional...

Challenging vs. Adapting – The New Winning Approach

For years we’ve shared our view on the flaws of a one-size-fits-all sales methodology. Our research shows that the best reps don’t rely on one way to...

The Real Way to Make Your Number: Cross Sell

Cross selling is the Holy Grail for most companies. Let’s face it, it’s the easiest way to grow revenue. While the logic is compelling, most sales reps...

The Biggest Obstacle with Sales Managers: Wasting Time

We work with a lot of sales managers. Over 51 countries visited, 221 countries represented and 103,000 sales managers worked with or trained. One of...

5 Things We're Thankful for in the New World of Selling

Family, food, football. There are a lot of traditions that come with the Thanksgiving holiday. Of course, the most important is reflection. Compared to...

How to Survive the Post-Challenger Sales World

The Challenger Sale debuted in 2011, but the underlying research dates to the 2008 economic downturn. The book and methodology left a large wake in the...