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1-20 of 105 Results
Insights
Friday, September 25, 2020
The need to be buyer-centric isn’t really new, right? Yet, it may be the most important thing you can do to radically transform your sales force and the results they produce for your...
Insights
Wednesday, September 23, 2020
In this week’s Ask a Trainer guest post, Mike Kunkle offers advice for sales enablement professionals who are helping their sales teams become more buyer-centric. Dear Mike,I work in sales...
Insights
Wednesday, August 26, 2020
An annual event for thousands of companies, sales kickoffs prepare sales teams for the coming year’s goals and celebrate the previous year’s successes. “SKOs come in all shapes and sizes,”...
Insights
Friday, July 31, 2020
A few years ago, my CEO asked for my opinion on how a new prospecting workshop was going. My team delivers consistent reporting for senior leadership, but I suspected that because I was new...
Insights
Friday, July 24, 2020
Last month, for those of you following, I interrupted a three-part blog series on establishing an effective sales engine for a more timely piece about managing through the COVID-19 pandemic...
Insights
Tuesday, July 7, 2020
Often during negotiations we rely on our intuition. However, there are tangible skills that can move our negotiating abilities beyond intuition and into the realm of strategy. Fortunately,...
TD Magazine
Friday, May 1, 2020
Become a strategic business partner for sales leadership by taking a consultative approach to enablement. The consulting industry is revered for the value it brings to clients. Consulting...
Insights
Monday, March 16, 2020
When we’re coaching sales managers, we often get questions about weekly sales meetings: If you have a weekly meeting with your sales team, what is regularly on the agenda? What is useful to...
Insights
Monday, March 9, 2020
Modern buyers are empowered. They’re less loyal. They don’t see the value of meeting with sellers until it’s time to negotiate price. As a result, products are unfairly commoditized and...
Insights
Wednesday, January 29, 2020
New year. New beginnings. For sales reps, this means having new revenue goals, starting at square one on their pipeline, and having a whole new year’s worth of quotas. While they may have...
Insights
Thursday, January 2, 2020
In the last 30 years, we’ve seen an evolution in the way sellers sell, the way buyers buy, and what’s required of sales leadership and enablement teams. It’s gone something like this: But...
Insights
Wednesday, December 18, 2019
Has anyone else walked into a meeting lately and had the head of sales say, “We should have a sales kickoff meeting this year? Oh, yes . . . and the SKO (sales kickoff) should be in January...
Insights
Monday, November 18, 2019
Imagine achieving phenomenal sales growth with no salespeople. Impossible?Well, Dropbox, the file storage company founded in 2007, grew its revenue to $116 million by 2012. Its sales then...
Books
Tuesday, October 15, 2019
Every quota challenge has a story. Sales quotas aren’t all about the numbers. Quotas! Design Thinking to Solve Your Biggest Sales Challenge sheds new light on quota challenges, the story...
Insights
Wednesday, August 21, 2019
Sales thought leaders and analysts periodically shine a flashlight on a particular technological tool and wonder whether salespeople or sales behaviors will be replaced by it. This happened...
Insights
Friday, August 16, 2019
Selling involves more moving parts than ever before. Sales professionals’ solutions are far-reaching and consist of numerous capabilities. Simultaneously, customers’ business challenges are...
Insights
Wednesday, July 17, 2019
Your sales team is sharp. They did their homework, they knew which customers to target, they understood the challenges customers were facing, and they knew which solutions fit best. So why...
Insights
Wednesday, April 10, 2019
You think your sales team is ready to meet your customers. You’ve invested heavily in their sales methodology, tools, and training. But what happens in the moment when the stakes are high...
Insights
Thursday, March 14, 2019
When we studied sales enablement by surveying sales leaders and engaging them in deep discussions, we confirmed that today’s sales enablement teams do a lot. No big surprise there. But are...
1-20 of 105 Results