Billions are invested in sales enablement programs, worldwide. We have tools, … [Read more...]
Category: Performance
Category: Performance
Rethinking Sales Enablement
Can You Actually Convince Your Customers? Posted on February, 2021
There are a lot of sales people focused on convincing their customers. Somehow … [Read more...]
Getting What We Want Posted on January, 2021
Sales people are singularly focused on making sales---getting the PO. In some … [Read more...]
The Problem With Our "Discovery Process" Posted on January, 2021
We've all been taught the importance of "discovery." It's that process where we … [Read more...]
The Power Of A Smile Posted on January, 2021
This is a bit of self indulgence, but, at the same time, an "a-ha" moment. We … [Read more...]
Don't Let Your Customer Buy Because Of What Your Product Costs! Posted on January, 2021
We set ourselves up for failure, we set our customers up for failure when we … [Read more...]
Is Your Customer Prepared For This Meeting? Posted on January, 2021
We are all busy. Whether it's going from call to call, virtual meeting to … [Read more...]
"Free" Is Meaningless If The Customer Doesn't Care! Posted on January, 2021
Someone has been prospecting me. I'll own up to it--normally I ignore 95% of … [Read more...]
"This Is What Your Competitors Are Doing" Posted on January, 2021
Every day, I get a sales pitch through some channel. Often, the theme is … [Read more...]
Are You Using "Sales GPS?" Posted on January, 2021
For years, we've become accustomed to using GPS to help us get to where we are … [Read more...]
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