SALs (Sales Accepted Leads) and the resultant SQLs (Sales Qualified Leads) are … [Read more...]
Tag: Sales and Marketing Tools
Stop Focusing On SAL's!
AI And Sales, What We Misunderstand Posted on February, 2019
Based on much of the press, much of it created by vendors of AI solutions, AI is … [Read more...]
The Sales Conversation Of The Future Posted on December, 2018
AI/ML are, apparently, the future of selling. As I reflect on the brave new … [Read more...]
Is Technology Hurting Or Helping Our Ability To Sell And Drive Revenue? Posted on December, 2018
I was invited to participate in a roundtable on the topic, "Is technology … [Read more...]
Stopping Our Metrics Obsession! Posted on November, 2018
Metrics are important. They provide a means of helping us understand whether we … [Read more...]
Are You Learning Yesterday's Skills For Tomorrow's Buyers? Posted on October, 2018
Every time I meet sales enablement and sales executives, I ask, "What are the … [Read more...]
"Let's Automate That......" Posted on August, 2018
Once again, I find myself issuing a disclaimer at the outset of a post. I'm an … [Read more...]
Is There A "Schism" Between Sales Enablement And Sales? Posted on August, 2018
Perhaps I'm an alarmist, but I'm starting to see the early signs of a schism … [Read more...]
Who's Responsible For Sales Enablement? Posted on June, 2018
Long time readers might accuse me of asking a trick question. The obvious … [Read more...]
What If Sales Enablement Is A "Rotational Assignment?" Posted on June, 2018
I always hate starting a post with a pile of disclaimers. In some of my recent … [Read more...]
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