Customer Engagement and its Role in Sales Enablement
Just back from an amazing Sales Enablement Society Conference in Denver. Two days packed with fantastic presentations, workshops, experience rooms and lots of...
20 September, 2018
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Talent: Sales Transformation’s Missing Element
Sales talent, the people resources within a sales organization as characterized by their aptitudes and abilities, is increasingly a pain point for sales...
18 September, 2018
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Implementing Sales Technology Requires Sales Enablement and Sales Operations to Work Together
On Tuesday, Seleste Lunsford shared some of the findings on sales technology in our 2018 Sales Operations Optimization Study. One of her recommendations...
13 September, 2018
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Navigating a Myriad of Sales Technology Tools
There are a number of sales technology roadmaps that do a good job of trying to document the abundance of sales technology providers...
11 September, 2018
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Sales Operations and Sales Enablement Share Responsibility for Forecast Accuracy
How was the last forecast meeting, the last pipeline review you attended? In which role did you attend the meeting – sales, sales...
06 September, 2018
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In Conversation with Tom Steenburgh
Tom Steenburgh is the Richard S. Reynolds Professor and Senior Associate Dean for Faculty Development at the Darden School of Business. He is...
04 September, 2018
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Sales Enablement Governance: Why You Need an Advisory Board
This blog post couldn’t be more timely! Last week, I introduced you to the inner workings of sales enablement, the concept of efficient...
30 August, 2018
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Sales Operations: The “Catch All” Team
What exactly does sales operations do in complex B2B sales organizations? It depends.At least that was the answer of the 350 sales organizations...
28 August, 2018
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How to Make Enablement Teams Productive and Scalable: Invest in Efficient Enablement Operations
Do you remember our sales enablement clarity model that comes in the form of a diamond? I shared the idea of getting from...
23 August, 2018
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Twitter Roundup
A selection of links and articles @CSOinsights has recently recommended.Follow us on Twitter and LinkedIn!4 Things Buyers Want via @YouTube CSO Insights' Managing...
21 August, 2018
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