This is a blog takeover by Tamara Schenk, research director at CSO Insights and sales enablement leader, analyst, speaker and author. Sales enablement … [Read more...] about The 7 facets of sales enablement
Sales Enablement and Sales Operations: Who’s Confused?
Whenever the level of confusion on sales enablement is discussed, another area of confusion is ignored. And that’s the question: what, exactly, … [Read more...] about Sales Enablement and Sales Operations: Who’s Confused?
Sales operations is universal, but not common
Announcing the release of the 2018 Sales Operations Optimization Report. Sales operations has been a staple within sales organizations for almost 30 … [Read more...] about Sales operations is universal, but not common
In Conversation With: Rob Peterson
Increasingly, sales is more science than art. Ask large corporate recruiters what they want for salespeople and the answer is increasingly likely to … [Read more...] about In Conversation With: Rob Peterson
Buyer Preferences: What does “Focus on Post-Sale” Really Mean?
Last week, we discussed what buyers want salespeople to do more often and more consistently, based on our 2018 Buyer Preferences Study. Four behaviors … [Read more...] about Buyer Preferences: What does “Focus on Post-Sale” Really Mean?
What buyers want isn’t that complicated… but that doesn’t mean it’s easy
In my last blog, I talked about the “apathy loop” in which buyers across industries and across geographies are marginalizing their … [Read more...] about What buyers want isn’t that complicated… but that doesn’t mean it’s easy
