What’s the role of value messaging in sales enablement? Basically, value messaging is the glue that allows you to align your content and training … [Read more...] about Five Steps to Improve Your Value Messaging Approach
What have you done for me lately? Overlooked elements of account management
Existing customers are the life’s blood of many business models. In the 2017 World-Class Sales Practices Study, sales organizations reported that, on … [Read more...] about What have you done for me lately? Overlooked elements of account management
Why Your Enablement Services Must Be Aligned On A Value Messaging Level
Imagine that your global marketing team has created new value messages for a new product launch. This messaging goes into the team’s online content, … [Read more...] about Why Your Enablement Services Must Be Aligned On A Value Messaging Level
How To Cut And Polish Your Sales Enablement Diamond
Sales enablement is a very fast growing discipline: In 2013 19% of our study participants reported having an enablement initiative or function. In … [Read more...] about How To Cut And Polish Your Sales Enablement Diamond
Sales Enablement Society’s Conference in Dallas: My Takeaways
Jonathan Farrington interviewed me for Top Sales Magazine to discuss my takeaways from the Experience Sales Enablement conference in Dallas. JF: You … [Read more...] about Sales Enablement Society’s Conference in Dallas: My Takeaways
