Insights

Smarter Selling

Insights that accelerate your sales performance

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Advanced Sales Training

Product Training or Skill Training? Both, And!

The question is not product OR skill training. The right strategy is integration of the two, embedding skill and process components into product training.

Sales Enablement Strategy

Sales Enablement ROI: 6 Things to Get Right in Your First 6 Months

New sales enablement leaders are defining standards for success in real-time. So, where do you start? Build your six month sales enablement launch plan.

sales leader

Which Sales Reps Make the Best Managers?

How can you avoid promoting a great rep destined to fail at a sales manager? There are 5 critical factors to consider when internally sourcing this role.

Sales Enablement

Buyer Enablement: Helping Your Customers Buy from You

Despite the recent growth of sales enablement most sales teams have yet to tap into the power of buyer enablement, including the use of champion content.

Advanced Sales Training

Modern Selling vs Traditional: The New Table Stakes

Traditional sales skills are not enough anymore. The table stakes have changed requiring reps to have a new modern selling mindset for customer's needs.

three common missteps

Sales Enablement

Sales Enablement Solutions: Learn How To Avoid The Top Growing Pains

How can sales enablement continue to mature without being weakened by growing pains? We’ve seen three common missteps - including trying to grow too fast.

missing training

Sales Enablement

Sales Acumen: The Business Training You’re Missing

Improving the sales acumen of sales teams should be a priority for sales enablement leaders. Reps need better training, beyond basic selling skills.

Sales Enablement

It’s the Final Days of Q1: Do You Know Where Your Numbers Are?

The end of Q1 is only days away. At the end of each quarter, sales enablement should execute five critical motions: pull data; dive into the details...

Sales Enablement

Problem Definition Process: This is Key to Closing Complex Deals

Sales people will fail unless they invest enough time in the problem definition stage of the sales process. Luckily, we can borrow a tool from academics.

Sales Bonus Exodus

Sales Enablement

Avoid the Sales Bonus Exodus

For those in leadership, it’s that time to worry again. Once sales reps receive their year-end bonus, many companies see a spike in voluntary turnover.

sales Pivots

Sales Enablement

Start Sales Pivoting or Continue Losing Deals

Sales pivots are a sales rep’s navigational waypoints along the deal journey. Taking the time to pause to determine the next selling action has advantages.

Sales Enablement

Sales Crediting: Stop Wasting Commissions on the Wrong People

Consensus buying impacts almost every sale, But should everyone on the team receive credit? The 4 critical factors in determining sales crediting the team.

Sales Enablement

Internal Selling: How to Navigate Internally to Close the Deal

The ability to navigate internally is a key success factor in complex sales. Here are 3 skills sales leaders must develop to improve internal selling.

Kids soccer 2

Sales Enablement

More Isn’t Always More: Avoiding the Pitfalls of Team Selling

Effective team selling necessary for today's multiple buyers.. means more than just adding more folks to a team. Consider these six strategic implications.

Presentation

Sales Enablement

Bad Sales Discovery Meetings Are Killing Your Deals

If a discovery meeting goes bad, more times than not, it’s the seller’s fault. The key to an effective sales discovery meeting is for the seller to act as a facilitator. Here are four ways to guarantee a successful outcome.

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Sales Enablement

The Future of Sales: The Death of the Economic Buyer

In the world of complex sales, the concept of one, true buyer – the economic buyer – is dead. Here's how the rise of the consensus sale is challenging your sales organization.

Podcast With Guest, Phil Saunders

Podcast

Post Merger Confessions of a $200M Company CEO

The ups and downs of integrating two successful sales organizations in a merger. With Guest, Phil Saunders

Sales Enablement Metrics

Sales Enablement

4 Ways Sales Enablement Metrics Can Make A Difference Next Year

Sales enablement is well-positioned to be a critical driver of sales performance. Here's 4 practical ways that sales enablement can improve things.

Podcast With Guest, Nancy Nardin

Podcast

Seeing Through the Hype: Making Sense of SE Technology

Sales technology analyst Nancy Nardin, in a unique position to understand and clear the technical fog of sales enablement in this interview.

Sales Enablement

When Sales Reps Need to Call an Audible

Strong situational awareness turns average sales reps into “thinking” reps that know when to call the audible and properly execute a sales process.