Sales Enablement

Equip Sales Enablement practitioners with the content and tools to empower sales teams

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20 Questions Virtual Sellers Can Use to Build Rapport

By Dave Shaby

Dave Shaby

Boston, MA

RAIN Group

Tuesday, November 17, 2020

People like people who listen to them. In fact, one of the four principles of rapport is empathy—the ability to understand and share the feelings of another. If you want to understand another person, have them talk about themselves and ...
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Wednesday, November 11, 2020

Olivia Lockwood commented on...
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Meeting Your Sellers Where They Are

By Jeremy Kirsch

Friday, November 06, 2020

“So, do you think that we can do this session in four days, versus five?”That’s how it began, my transition from classroom-led organizational learning to virtual e-learning. Now the...
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How Should Organizations Adjust Quotas During 2020?

By Mark Donnolo

Mark Donnolo

8Followers

Tuesday, October 6, 2020

In this week’s Ask a Trainer guest post, Mark Donnolo advises on how sales managers should adjust their quota expectations during a turbulent year. Donnolo is the author of Quotas! and Essential Account Planning. Dear Mark,I manage a team of ...
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How to Combine Performance Learning With Sales Training Programs

By Riley Fritsch

Riley Fritsch

Portland, OR

Director of Enterprise Sales

UMU

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 intensive event-based training at the beginning of the sales rep’s ...
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Help Your Team Overcome Sales Objections

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 know what sales objections are, how to overcome them, and how to ...
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