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Insights
Tuesday, February 11, 2020
When my friend Lonnie took on his first sales role, he was unsuccessful and couldn’t understand why. So, he made a point to observe his teammates interacting with clients as they closed...
Insights
Monday, February 10, 2020
For most enterprises, knowledge training and skills development are cornerstones of their sales enablement and readiness initiatives. Beginning on the first day and continuing throughout...
Roles:
Insights
Monday, February 3, 2020
Though we’re not always conscious of it, we benefit from informal learning every day—in our homes, workplaces, and on the road. Much of informal learning is driven by mobile devices. For...
TD Magazine
Friday, January 31, 2020
Cultivate modern sales skills for a high-value advantage. Look around. The landscape is changing for sales teams. The decision makers they serve face shifting priorities, information...
Insights
Tuesday, January 21, 2020
Until May 6, 1954, no human being (as far as we know) had ever run a mile in less than four minutes. Experts believed it was impossible. But in Oxford, England, Roger Bannister broke the...
Insights
Thursday, January 16, 2020
The success of sales heavily depends on the investments, programs, and activities afforded to them. Too often reps are onboarded through HR while a separate team conducts training and...
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
Friday, December 13, 2019
Recently, I sat down with the leadership team of an OEM manufacturing company. The company was looking for answers as to why its revenue and profits had declined over the last two quarters....
Roles:
Insights
Monday, November 25, 2019
If you’re in the technology industry, you know the mission-critical role your customer-facing technical professionals play in the overall success of your sales efforts. Well-educated and...
Insights
Monday, October 21, 2019
All right stop. Collaborate and listen. Ice is back with my brand-new invention.What does Vanilla Ice know about sales? If you listen to his iconic hit, “Ice Ice Baby,” there’s a lot you...
TD Magazine
Friday, October 4, 2019
2019 BEST Award Winner, #33 2-Time Winner Centered on creating a holistic, human-centered, and empowering experience for its new sales team members, Cochlear was able to create an...
Insights
Thursday, October 3, 2019
Sales onboarding remains one of the most talked about topics in sales enablement. Yet, for all the programs and approaches discussed in recent years, I haven’t heard much that moves the...
Insight
Wednesday, September 18, 2019
Did you know Google keyword queries for "sales training videos," "best sales videos on YouTube," "sales videos for success," and "phone sales training videos" are up 350 percent since last...
Roles:
Insights
Wednesday, September 11, 2019
When my company first started developing sales training content, we grouped skills into five buckets: Over time these categories were formalized and loaded into a competency assessment tool...
Insights
Monday, September 9, 2019
How many times a week do you hear the phrase, “I’ll google it?” Instead of breaking out a textbook or heading to the library when we don’t have the answer, we usually find what we need...
Insights
Friday, August 23, 2019
When preparing to build a highly effective sales force, much emphasis is placed on putting the right people into the right roles. Role fit—the important dynamic between an individual’s...
Roles:
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
Wednesday, August 14, 2019
Implementing a dynamic sales development approach can be a game changer for companies. When aligned to a larger business strategy, sales enablement can add value at every level within the...
Insights
Tuesday, August 6, 2019
What is sales enablement, and how does it happen? The meaning of this term has been evolving for 10 years—and it's a moving target.Over several posts, I am going to tell the story of our...
Roles:
1-20 of 349 Results