Win/loss analysis should be a critical tool for improving sales force effectiveness, yet many organizations only analyze some of their wins and … [Read more...] about How to make win/loss analysis more useful
Data Reveals the Second Biggest Obstacle to Closing More Sales
Whichever way you turn, wherever you look, and whatever you listen to there is data. Polls, surveys, metrics, analytics, analyses, white papers, … [Read more...] about Data Reveals the Second Biggest Obstacle to Closing More Sales
Who should head up enablement?
When they were little, my kids were great salespeople. If they wanted something and they knew it was going to be a hard sell, they’d establish … [Read more...] about Who should head up enablement?
ad-hoc projects: another nail in the coffin of BANT
It surprises and shocks me how many sales organisations still regard BANT as a practical way of qualifying sales opportunities. For those who are … [Read more...] about ad-hoc projects: another nail in the coffin of BANT
5 steps to get sales enablement right
The number of companies with a dedicated sales enablement function has increased from less than 20% to more than 60% in just a few years[1]. On … [Read more...] about 5 steps to get sales enablement right
Why Is Managing Change So Hard? Here’s How Executives Can Succeed Every Time
Change can be hard, but it’s often inevitable and necessary for companies to ensure future success. Companies budget significant amounts of … [Read more...] about Why Is Managing Change So Hard? Here’s How Executives Can Succeed Every Time
