A few weeks ago, Jonathan Farrington, CEO Top Sales World, interviewed Byron Matthews and me for the July edition of Top Sales Magazine to … [Read more...] about Sales Enablement: A Master Framework to Engage, Equip, and Empower A World-Class Sales Force
Getting More Women in Sales: Do We Have a Language Barrier?
A few years ago, when I had a sales enablement leadership role, I was asked to provide feedback on the draft of a speech our sales leader was giving … [Read more...] about Getting More Women in Sales: Do We Have a Language Barrier?
The Path to More Predictable Sales Forecasts
Sales forecasts are one of the primary vehicles executives use to manage the expectations of company stakeholders including board members, investors, … [Read more...] about The Path to More Predictable Sales Forecasts
Measuring Enablement Success Part 2: The Metrics You Need
Last week, I discussed the fact that sales enablement is not all about revenue, because there is no direct causation between enablement efforts and … [Read more...] about Measuring Enablement Success Part 2: The Metrics You Need
Are CSOs investing their time wisely?
Harvard Business Review recently published a Michael Porter article summarizing a time study of 27 CEOs. What they uncovered was that the average CEO … [Read more...] about Are CSOs investing their time wisely?
Measuring Enablement Success Part 1: It’s Not All About Revenue
Sales enablement is a multifaceted discipline with a lot of variables impacting results. Not all of these variables are definable or under your … [Read more...] about Measuring Enablement Success Part 1: It’s Not All About Revenue
