The customer’s buying process has changed, and sellers are uncertain of how to adapt. Tenured sellers are discovering that traditional methods are not as effective as they once were. New...

Prospecting requires agility because sales professionals must adjust to the increasing changes in the customers setting. With sprint prospecting, sales professionals develop the agility to...

During recent months the selling industry has experienced a rapid shift toward virtual selling. This shift arose from practical needs related to the global pandemic and the benefits...

Selling involves more moving parts than ever before. Managing this escalating complexity requires an effective sales enablement team prepared to equip sales professionals with the tools,...

A sales academy is a structured system for training and developing a sales team. A sales academy includes a collection of learning tools, including written material, instructor-led...

Sales and marketing have the same goal: drive revenue. The sales enablement team, sitting between the two, is uniquely positioned to bridge this divide.

Karl Kapp, The Gamification of Learning and InstructionGameplay in the learning process is a natural fit for sales professionals because it engages their inherent competitive nature....

Business data is vast and easily accessed, but its also disparate and often lacks the contextual power of a narrative. Sales professionals are uniquely positioned to turn this challenge...

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 number of stakeholders involved in buying decisions is increasing. The problem with a longer sales cycle is that it leaves sellers exhausted at a critical final stage: negotiations.