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?
Increasingly, sales enablement is seen as a core organizational capability. And right now, nearly every enablement team is finalizing their 2018 plans....
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...
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...
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...
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...
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...
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...
Family, food, football. There are a lot of traditions that come with the Thanksgiving holiday. Of course, the most important is reflection. Compared to...
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...
