Are you working in a sales enablement role? A buyer enablement role? Is your role called something else (and you don’t even care), and you are … [Read more...] about Is It Sales Enablement, Buyer Enablement or Both?
Sales Process Flexibility: Keeping Up With Changing Buyer Preferences
Flexibility in sales process is something we need to think about to keep pace with today’s constantly changing selling landscape. With the … [Read more...] about Sales Process Flexibility: Keeping Up With Changing Buyer Preferences
Sales Enablement: How to Collaborate Effectively Across Functions
Collaboration, especially cross-functional collaboration, is often given low priority because it always seems to work. Until it doesn’t. Sales … [Read more...] about Sales Enablement: How to Collaborate Effectively Across Functions
Debunking the Myth of Process First to Improve Forecasting
In a recent blog, I discussed three quick checkpoints to assess the “state of your forecast process.” The focus was on process … [Read more...] about Debunking the Myth of Process First to Improve Forecasting
Enabling Problem Solvers: Identifying The Impact Of The Problem
Thanks to all of you who shared your thoughts, experiences and feedback regarding my recent blog about sellers as problem solvers. The main feedback … [Read more...] about Enabling Problem Solvers: Identifying The Impact Of The Problem
How Sales Operations Can Partner With Sales Enablement to Improve Forecasting
In my last few blogs, we focused primarily on process maturity and impacts on sales performance, with a sales operations perspective. Today I want to … [Read more...] about How Sales Operations Can Partner With Sales Enablement to Improve Forecasting
