If you are like us, you can never read enough because you know that professional selling demands constant learning. And, if you are like us, you don’t have enough time to read. With that challenge in mind (and the end of Q1 rapidly approaching), we have...
One of the most common – and perhaps most concerning – gaps we see in B2B sales organizations is the lack of true customer insight. We certainly understand that this is a complex topic, as the discipline of researching and validating customer perspectives is genuinely...
When I say “sales fundamentals,” what do you think of first? Is it a sales process? Is it a CRM? Is it objection handling (or other similar skills)? It’s interesting to me how often the term “sales fundamentals” can be thrown around (or even similar phrases like “blocking and...
In my previous post, I talked about the importance of having a solid sales strategy to guide the selection and integration of your various sales tactics – all under the umbrella of sales enablement. Before we write any more blogs on sales enablement, I want to...
Last year, Brian and I joined a group of folks who are all passionate about something called sales enablement. It’s called the Sales Enablement Society and if you’ve never heard of them, you need to check them out here. Now, to be fair, sales enablement could...
Yesterday, we were talking to a newly appointed sales manager – we will call him William. William had just received a double promotion in one of the largest software companies in the world – moving from individual contributor to a sales management role. He also...
In today’s “Do more with less” economy, senior executives are taking a step back and looking at many of their programs and asking their teams, “What’s the business impact?” From sales kickoff activities to enablement programs and new hire training programs, they’re looking for justification...
Question: Is professional selling an art or a science? Answer: Yes! The debate continues...