Last week, we established a common understanding of sales enablement with a comprehensive definition. The purpose of any definition is to get … [Read more...] about Sales Enablement Clarity Step 2: The Clarity Model
The CSO Insights definition of sales enablement is: A strategic, collaborative discipline designed to increase predictable sales results by proving … [Read more...] about Sales Enablement vs. Sales Engagement
No doubt, sales enablement is a very fast growing discipline. Our annual studies show that in just five years, the percentage of organizations that … [Read more...] about Sales Enablement Clarity Step 1: Establishing a Common Understanding
In the Greek myth, Sisyphus was condemned to an infinite loop of pushing a giant boulder up a steep hill, only to have it roll back down again. When … [Read more...] about Is Sales Ops the New Sisyphus?
We move on with our series on value messaging. First, we discussed what value messaging’s role is in a strategic sales enablement approach and … [Read more...] about How to Design Value Messages Along the Customer’s Path
You’ve got only a few minutes before they close the airplane door and make you turn off your phone for takeoff. In fact the steward has already … [Read more...] about Learn to love the one you’re with: Partnering with your service organization to make customers happier