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Insights
Friday, January 15, 2021
If you are in sales enablement, creating a sales advisory council is a critical piece of the alignment puzzle. Why? Because everyone knows that understanding the wants and needs of the...
Insights
Monday, December 21, 2020
When rowing on the water, every person in the boat needs to be in sync. It’s the ultimate teamwork sport, requiring all rowers to work in unison and be physically and technically exact in...
Insights
Wednesday, December 9, 2020
Back in February 2020, I started my new position at Abbott Structural Heart running the new sales enablement program. I attended the national sales meeting and met my new teammates and...
Insights
Wednesday, December 2, 2020
Conversations around the Zoom Bar are turning positive. Most companies are well into business as usual—pandemic style. Virtual meetings are the norm, customers are getting comfortable...
Insights
Monday, October 5, 2020
Sales training is a massive market and shows signs of growing. However, it is a market that has been absent of learning. Traditional sales training programs usually include a one-week...
Insights
Thursday, October 1, 2020
When new managers are hired they are being given the opportunity to lead, supervise, mentor, and motivate others, and their ability to do so makes a huge impact on your company’s success....
Insights
Thursday, October 1, 2020
Every salesperson will encounter hesitation from customers. What separates good from great salespeople is knowing how to handle objections. It’s up to sales leaders to ensure their teams...
Insights
Tuesday, September 22, 2020
Long before the pandemic studies revealed the importance of sales and marketing alignment. Organizations that align their sales and marketing processes with the customers’ journeys have at...
Insights
Thursday, September 3, 2020
Every CEO and sales managers wants to have a high-performing sales team. To survive during the COVID-19-related recession and the upcoming new normal, it’s no longer a want. It’s a NEED. To...
Insights
Thursday, August 27, 2020
Sales managers tend to be hands-on people. With so much responsibility on their shoulders— from ensuring their team members are meeting quota to supporting, encouraging, and coaching...
Insights
Thursday, August 27, 2020
The COVID-19 pandemic has been the ultimate validation of the importance of sales managers’ leadership abilities. In addition to navigating their teams through challenging business...
Insights
Thursday, August 20, 2020
Sales is a highly measurable role where the numbers shine like a spotlight throughout the organization. When we can create repeatability in the process and performance, we can help drive...
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
Monday, June 29, 2020
The gong sounds, and the crowd goes wild! Standing ovations, pats on the back, your hype song playing in the background while a human tunnel leads you to post your coveted new logo on the “...
Insights
Tuesday, June 23, 2020
The coronavirus has forced millions of people to work remotely. When it was first announced, you likely experienced a rollercoaster of emotions. Among them was uncertainty over how you’d...
Insights
Tuesday, June 2, 2020
When hiring new salespeople, organizations can expect to spend weeks, or even months, getting them up to full productivity. That represents a huge cost—every week longer than necessary to...
Insights
Thursday, May 28, 2020
The work world has shifted from regular offices to working at home due to the COVID-19 pandemic. For sales organizations, this means moving everything to virtual, including training.Ten...
Insights
Thursday, April 30, 2020
ATD released its new Talent Development Capability Model earlier this year. It focuses on what talent development professionals need to know and do to be successful in the current...
Insights
Tuesday, March 31, 2020
Raise your hand if you have ever had to onboard a new sales employee during a global health crisis. This is likely a new challenge for you and there’s good news: You’re not alone. As we...
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...
1-20 of 166 Results