I have always struggled with blanket, whitewash advice. I know that the frequency of how often I say, “It depends,” is annoying to some people. It’s equally annoying to me when people proffer out-of-context advice, presented from a position of authority, that is based on limited experience or expertise. Unfortunately, this seems to be rampant […]
Continue reading
“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” ~ CSO Insights 2019 Sales Enablement Report (p. 32) From the […]
Continue reading
I am exceptionally pleased and excited to announce that Felix Krueger of FFWD and I launched The Building Blocks of Sales Enablement Learning Experience on November 25, 2022. I want to be clear that while the The Building Blocks of Sales Enablement™ framework is my content, and while I will be involved in this learning experience […]
Continue reading
We’re all in sales, right? Well, maybe. I think the answer depends on what you mean by that (intent) and how you define “sales.” What is Modern, Professional B2B Selling All About? I get the intent of the “we’re all in sales” message, generally, much like Dan Pink’s book, To Sell is Human. I view it […]
Continue reading
There’s still a lot of talk these days in the sales enablement community and the market at large about the need for sales and marketing alignment. I wish I saw more of it actually happening, but the concept is out there and there are examples of what good looks like. When it happens, the results […]
Continue reading
Senior sales leaders and C-suite execs, this one’s for you. Pay attention. This is free consulting. Background & Context Enablement is Booming In an expanding number of vertical industries (but not yet everywhere), the concept of “enabling the sales force” has exploded. According to Paul Krajewski’s blog, where he tracks the profession, there were 15,000 […]
Continue reading
This is a post I never wanted to write. I originally posted it as a LinkedIn Article in August of 2020 and unfortunately, find it relevant again already in mid-2022. At the time I published it initially, I had hoped the worst of the pandemic-fueled layoffs were behind us. Unfortunately, many company executives still needed […]
Continue reading
Sales Transformation. It’s a term that means different things to different people. I’ve been involved in sales transformations that were entirely focused on getting the best-possible performance out of the sales force (ranging from a 30 to 600 percent increase in sales), independent of retooling the rest of the organization. In my experience, the potential […]
Continue reading
It’s a cruel twist of fate for senior sales and revenue leaders that as the year barrels toward a close with urgency to maximize the remaining time, that strategic and tactical planning for the next year must happen at the same time. At a minimum, these leaders must tackle quota setting, territory optimization, account assignments, […]
Continue reading
In the first post in this series, I defined Learning, Training, Development, and Education. Learning: Learning is the act of acquiring new knowledge and skills. Training: Training is job-related learning about what, why, and how (and maybe when and where) to do something (or multiple things), to be successful in a specific role. Development: Development […]
Continue reading