Travel back to 1999, perhaps in a cubicle-lined office or around a rectangular conference table, John Aiello and Drew Larsen strategized a new … [Read more...] about A history of sales enablement — and predictions for its future
How to get a free trial of Membrain
When we launched Membrain, offering a free trial was not the right move for us. We felt that we needed to educate customers during the sales cycle … [Read more...] about How to get a free trial of Membrain
Don’t be a sales TERMINATOR – qualify rather than judge your prospects
Boxers can lose a fight before they even get in the ring. So can salespeople. A sale can be lost before you even step into the selling ring. It … [Read more...] about Don’t be a sales TERMINATOR – qualify rather than judge your prospects
How to click click click your way to failure
I wonder what would happen if we could aggregate all the time we spend clicking around inside our various sales apps, or between sales apps, and … [Read more...] about How to click click click your way to failure
A next gen sales methodology
Recently, I wrote Which Sales Methodology, suggesting the 21 plus sales methodologies may not be sufficient as we look to the future. I’m not … [Read more...] about A next gen sales methodology
Why technology-enabled services is the new frontier for sales
Not too long ago, I was chatting with the founder of a private equity firm in the US, who reaches out periodically to share what’s going on in … [Read more...] about Why technology-enabled services is the new frontier for sales
