Sales Enablement

“You have to earn the right to be of influence with someone,” explains Gary Noesner, who served as an FBI hostage negotiator for 23 years.He often talks about the power of empathy and letting the other side be heard. “This ...

Recently, a friend and former colleague, Emma, told me a story about a sales leader in her organization. “I want to know if you’re happy with my team’s performance,” he’d asked. Emma was not pleased with his performance, and bluntly ...

More than 1.7 million Internet posts today offer ways to leverage video for more effective sales enablement, according to Google. Yet simply video-enabling the training process has become table stakes for learning and development teams facing heightened performance demands such ...

The more I create sales training content and tools, the more I realize that people respond the strongest to two critical ingredients: context and storytelling. It doesn’t seem to matter how many clever frameworks, models, or acronyms I string together; ...