We recently released the results from our 2018–2019 Sales Performance Study. This annual study seeks to gauge the state of sales performance to determine what’s working and what’s not. The timing of the release of these results is no accident. Most of you are knee-deep...

Last week, I discussed the need for sales enablement leaders to have a content strategy that covers the entire customer’s path. Based on our 2018 Sales Enablement Study (requires membership), only 32.7% of enablement teams have implemented such a content strategy. Only this one-third with...