I always hate starting a post with a pile of disclaimers. In some of my recent … [Read more...]
Category: Leadership
Category: Leadership
What If Sales Enablement Is A "Rotational Assignment?"
You Can Lead A Sales Person To Water, But You Can't Make Him Think! Posted on June, 2018
So much of the conversation we see in selling is on enabling the sales person … [Read more...]
Sales Manager, Are You Doing Your Job? Posted on May, 2018
Monthly, I get into discussions with well intended sales managers--all are … [Read more...]
Structure Isn't Strategy..... Posted on May, 2018
In a recent conversation, a colleague made a very astute observation, "Structure … [Read more...]
Metric Fixation Posted on May, 2018
We are consumed by metrics. We measure everything--Activity levels, … [Read more...]
Are We Enabling Or Crippling Our Sales People? Posted on May, 2018
Enablement is one of those $100 words as you read anything in the sales and … [Read more...]
The Power Of "Ritual Questions" Posted on April, 2018
Recently, I read an article about "Ritual Questions." It's a powerful … [Read more...]
We Get Sales Math Wrong! The Magic Is In The Numerator! Posted on April, 2018
My apologies, I'm doing a series of rants that are something akin to David … [Read more...]
It's Harder To Sell Within Our Own Companies! Posted on March, 2018
Tibor Shanto posed an interesting situation in a LinkedIn discussion: Got an … [Read more...]
Playing Sales Enablement "Catch-Up" Posted on March, 2018
This week, I had meetings with a number of sales enablement professionals. Each … [Read more...]
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