In the age of the customer, communicating business value to prospects and customers that is valuable, relevant and differentiating in every … [Read more...] about Cost Savings: Simply Communicating Them Is Not Enough
How to assess sales coaching maturity and why it matters
Whenever I address the topic of sales coaching in conversations with sales leaders, at events, and in workshops, people are highly interested. At the … [Read more...] about How to assess sales coaching maturity and why it matters
The Power of Reflection in Sales
My son recently joined a little league baseball team. This weekend brought the life lesson I had been waiting for ever since he moved up to the level … [Read more...] about The Power of Reflection in Sales
What Is Your Organization’s Current Sales Enablement Maturity?
When you learn a new sport, you might start by taking a training course designed for beginners. Once you’ve learned the required basics and … [Read more...] about What Is Your Organization’s Current Sales Enablement Maturity?
Why Effective Enablement Strategies Follow A Two-Step Approach
What’s your focus when designing and creating sales enablement services? What are the sales enablement frameworks you work with? And what do … [Read more...] about Why Effective Enablement Strategies Follow A Two-Step Approach
Sales as a Profession (SaaP)
Howard Stevens, founder of the Sales Education Foundation (SEF) used to like to ask, “What do you call the person who graduated last in their … [Read more...] about Sales as a Profession (SaaP)
