Many organizations treat investments in sales effectiveness a series of buckets: One for strategy, one for the sales process, one for training, … [Read more...] about Transforming your sales approach? Here’s why you should buy a new CRM too.
Is your differentiation based on features or outcomes?
It’s a fundamental principle of value-based selling that whenever a prospective customer is unable to establish any meaningful difference … [Read more...] about Is your differentiation based on features or outcomes?
Is your sales technology a "tomtebloss"?
Like many Americans, we Swedish celebrate the New Year with fireworks, sparkling wine, and lots of snacks. Among our children, "tomtebloss" are a … [Read more...] about Is your sales technology a "tomtebloss"?
What’s Next? What’s Your Deal Strategy?
In any given year, I may be involved in doing 100’s of deal or opportunity reviews. Inevitably, I end up asking many of the same questions: … [Read more...] about What’s Next? What’s Your Deal Strategy?
Do you know how often you drop the baton?
In the 2008 Olympics, the men’s U.S. 400-meter relay team was considered a sure thing for the finals. They had some of the world’s fastest … [Read more...] about Do you know how often you drop the baton?
The mashup of Sales Enablementand Sales Effectiveness to Drive Sales Productivity
I’ll be speaking on this topic at ATD ICE this year in the Sales Enablement Track. The goal of the presentation is to share how to support sales … [Read more...] about The mashup of Sales Enablementand Sales Effectiveness to Drive Sales Productivity
