Billions are invested in sales enablement programs, worldwide. We have tools, … [Read more...]
Tag: Sales Process
Rethinking Sales Enablement
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...]
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...]
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...]
What If We Stopped Focusing On Sales, What If We Focused On Selling? Posted on January, 2021
Some readers will suggest I'm playing with words, I don't mean to be. I'm … [Read more...]
Sales Role Specialization Posted on December, 2020
A couple of people I deeply respect have written outstanding pieces arguing that … [Read more...]
"But We Did It This Way In My Old Company!" Posted on December, 2020
I was speaking with a Sales Executive. He was relatively new to the company, … [Read more...]
The "Adrenaline Rush" Of Crises Posted on December, 2020
I have to confess, I'm a bit of an Adrenaline junkie. I revel in a crisis, I'm … [Read more...]
What's The Difference Between Sales Enablement And School? Posted on December, 2020
I just had an outstanding discussion with a very bright sales enablement team. … [Read more...]
Templates, Scripts, Context, and Variability Posted on November, 2020
I read a fascinating discussion led by Jeff Molander on the Copy … [Read more...]
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