Usually, after a sales call, we ask ourselves, “Did I accomplish my objectives?” (That is if you assess yourself after the sales call.) … [Read more...] about What Did The Customer Learn As A Result Of Our Meeting?
How to train your people not to think
I heard a horror story from a sales leader recently whose organization uses about 15 different sales tools. One day, the "cadance tool" was glitching … [Read more...] about How to train your people not to think
Is this the most counterproductive sales metric?
If we’re driven by data and interested in statistics, there are a wide range of sales metrics we can choose to monitor. Assuming that we have … [Read more...] about Is this the most counterproductive sales metric?
Behind the Scenes with Tamara Schenk, Sales Enablement Book Co-Author
Perhaps more than anyone else in the world, Tamara Schenk knows sales enablement. She has been conducting research and publishing studies and … [Read more...] about Behind the Scenes with Tamara Schenk, Sales Enablement Book Co-Author
What Exactly Is Sales Enablement?
Sales Enablement is a hot buzzword bingo term these days. The problem is, were you to ask 10 companies what Sales Enablement is, you’d probably … [Read more...] about What Exactly Is Sales Enablement?
Who is the “Decision Maker”? 3 common sales mistakes and how to solve them
Most salespeople don’t really know what a buying decision maker is, even though they think they do. This fact is an often unidentified cause of … [Read more...] about Who is the “Decision Maker”? 3 common sales mistakes and how to solve them