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 leader
Are You Better with a Nobody or NO body?
Do you understand the true risks of keeping a ‘nobody’ rep in seat vs. temporarily having no body for a particular role? Don't keep poor performers.
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.
vp sales
3 Strategies for Managing a Millennial in Sales
Different age groups have their own cultural norms. A common question we get is, How do I manage a Millennial? There are three strategies to be successful.
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
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
It’s Time to Rethink Your SMB Sales Force
The goal of the salesforce is to execute a set of motions that align with how buyers buy. But most don’t organize their teams this way.
Industry News
Strategic Planning Season: How to get your 2018 Number Reduced
Getting your 2018 number reduced isn't as difficult as you think. Get the executive team involved and help them understand what it means for them.
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