Insights

Smarter Selling

Insights that accelerate your sales performance

Sales Enablement

Flanking Strategy: How to Win Against Larger Competitors

In military strategy, flanking is attacking the opponent from the side. It's effective because your competitors strength is concentrated at the front.

Sales Enablement

7 Coaching Strategies to Help Reboot a Sales Rep's Slow Start

The actions your sales teams take in the next 60 days will make or break the year. Here are 7 coaching strategies to help sales reps execute and win.

Advanced Sales Training

Why Aren’t Your Sales Reps Making Their Number?

Traditional thinking about sales skills is dangerously incorrect. Reps with only traditional skills can’t execute a sales experience that differentiates.

sales leader

Team Selling Approach: Death of the Account Executive (AE) Role

The account executive role needs to change. The new team selling approach & the growth in presales roles means AEs need new expertise & support structures.

c-suite selling

Why Your Sellers Aren’t Having Business Conversations

Too many sales reps can’t have business conversations, and it’s impacting win rates and deal sizes. Modern selling starts by elevating the sales dialogue.

consultative selling

Advanced Sales Training

Start Training Your Sales Reps to be Real Business Consultants

To be effective in today’s selling environment you need to leverage the best traits from both traditional product and professional services models.

Roles and Responsibilities

Sales Enablement Strategy

Sales Enablement Roles: Avoid Being the Dumping Ground (and Scapegoat)

Without a clear, consistent definition of sales enablement roles and responsibilities, it's easy for it to become a dumping ground. 5 critical terms for SE

Drive For Results Performance Review

Sales Enablement

Practical Field Activation & Enablement: Drive Focus to Drive Results

Don't abandon your strategic sales enablement plan. Maintain momentum with a focused field activation approach that drives results.

sales operating model

Sales Enablement Strategy

Building the Right Sales Operating Model for Sales Enablement

A sales enablement model defines the core activities and interfaces of the function. It clarifies enablement's responsibilities and workflows.

Sales Enablement

Build a Smart Enablement Plan That Helps Them Hit Their Number

Helping reps make their number means improving sales enablement in three areas: sales coaching enablement, sales tech stack alignment, and business acumen.

Sales Enablement

Emotional Intelligence in Sales: There’s No Crying in Sales… Is There?

Is there a place for the softer skills, including emotional intelligence in sales management? Yes, if you follow these three coaching guidelines.

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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

Business Acumen: The Sales Training You’re Missing

Improving the business 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

Facilitating Problem Definition: The Key to Closing Complex Deals

Sellers will fail in complex deals unless they invest enough time in the problem definition stage of the sales process. Here's a framework that works.