Recently, I participated in a discussion on “the buyers journey.” In some ways, I suppose I should have been happy that we were at least … [Read more...] about We Need To Stop Our Fixation On Buyer Journeys
How to transform sales effectiveness with empathy
There are a lot of skills and techniques that are important to sales effectiveness, but few are as overlooked and undervalued as empathy. We … [Read more...] about How to transform sales effectiveness with empathy
Sales Enablers: For Best Results, Focus on Sales Force Performance (not Sales Reps)
Have you reviewed sales enablement job descriptions lately? As members of the burgeoning Sales Enablement Society or the Sales Enablement Community of … [Read more...] about Sales Enablers: For Best Results, Focus on Sales Force Performance (not Sales Reps)
Is the current SDR model destroying your effectiveness?
A lot of companies think that in order to be effective in sales, they need a large team of young, inexpensive "Sales Development Reps" (SDRs) lining … [Read more...] about Is the current SDR model destroying your effectiveness?
The Dismissive Attitude
Today’s case covers another common issue with a new sales hire’s ability to hit their sales targets in a complex B2B sales environment. A … [Read more...] about The Dismissive Attitude
What is a sales strategy and how do you create one?
The right sales strategy is critical to high sales performance. When a great sales strategy is aligned with appropriate sales process, methods, … [Read more...] about What is a sales strategy and how do you create one?
