Sales Enablement
The Art of Sales and Science of Sales Enablement
Sales productivity requires both the science and art of sales. Sales enablement provides the science of sales. When done right, they're a perfect match.
Sales Enablement
How to Use the Holidays to Win Sales Deals
Holidays are a great time to reconnect with dormant clients and reengage prospects that have gone cold. Many opportunities are presented by the holidays.
Sales Consulting
LeBron James Has a Message for Sales Leaders
Too many sales reps miss the fundamentals of good selling. The very best sales reps are like athletes. They spend tons of time in practice and preparation.
Sales Enablement
Champion Selling: You’re Setting Your Champion Up for Failure
To execute a champion-led sale, reps need to focus on the 4 P’s. Partnership, Positioning, Practice, & Process. Working on the P’s is a recipe for success.
Sales Enablement
Getting Real About Your Sales Enablement Tech Stack
We may be reaching the peak of the sales technology hype cycle. There are several key strategies to ensure you make the right sales tech stack decisions.
Sales Enablement
What Your Reps Really Think About Your Sales Kick Off (SKO)
The annual sales kick-off meeting is a tradition in sales. But too many SKOs are a waste of money and time. Design your SKO to increase productivity.
Sales Enablement
4 Keys to a Successful Enablement Program Rollout
Too many sales enablement program launches are doomed from the start. The pressure is on for sales ops and enablement teams to get these rollouts right.
Sales Enablement
3 Sales Enablement Trends to Watch in 2019
It's easy to get distracted by the latest sales emablement tools and technologies. Beyond the hype, we see three major sales enablement trends coming.
Sales Enablement
How to Maximize Your 2019 Sales Enablement Plan & Budget
Investments in sales enablement will improve sales performance. But without a comprehensive approach, most sales enablement plans won’t see daylight.
Sales Consulting
The Definitive Guide to Key Sales Metrics
Never before has sales had access to so much data. To turn data into insights, look at seven major data elements and related metrics of your sales model.
Sales Enablement
What It Takes to be a Chief Sales Officer in Today Sales Environment
The Chief Sales Officer (CSO) role has dramatically changed. What qualified you for the role before no longer applies. CSO Success starts with knowing...
Sales Enablement
Rethinking Sales Discovery Process: Three Ways to Win Deals Early
With prospects still very open to ‘discovery’ activities that deliver real value. This provides an opportunity to get the sales discovery process right.
Sales Enablement
Three Sales Enablement Musts from Senior Leadership
Most sales initiatives lose momentum after a short time. Are Senior Leaders visibly involved? Does the enablement initiative feel like a priority?
Sales Enablement
Field Training Manager: The Missing Link in Your Field Sales Model
Too many of today's sales models are missing a critical component. Once a mainstay, the field sales trainer and managers have all but disappeared.
Sales Enablement
Accelerating Your Deal Velocity: Are You Driving a ’79 Civic?
In modern sales, deal velocity is the name of the game. Shorten your sales cycle with four targeted actions that are both foundational and advanced.
Sales Enablement
Why Your Sales Initiatives Never Make It Past the Starting Gate
The fact is most sales initiatives don’t stick. The launch goes well, but soon the tyranny of the urgent takes hold. Equip managers in these 3 key areas.
Sales Enablement
Should You Hire a Recent Sales Graduate or an Experienced Rep?
More than 5,000 students are graduating with a sales major. Over 40 schools offering sales majors will unleash young professionals. Should you hire them?
Sales Consulting
All Hands On Deck - A Sales Enablement Leader Gets Us Back On Course
As a sales enablement leader, there are certain actions you must take when it's all hands on deck. To bring the ship back on course, you need a plan.
Sales Consulting
Embrace the Messiness of the Deal
If you want your sales methodology to work, you need to embrace that it's going to be messy. There needs to be coaching around situational awareness, and..
Sales Consulting
3 Sales Training Mistakes Even Smart CSOs Make
3 common sales training mistakes made by CSOs. Focusing on one way to sell, failing to incorporate live fire practice, and lack of engagement by managers.
.png?width=20&height=20&name=twitter%20(1).png){kind=small}