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 class from medical school?” Answer: Doctor.The point is that even the last in class passed a certain standard level of...

The CSO Insights definition of sales enablement is: A strategic, collaborative discipline designed to increase predictable sales results by proving consistent, scalable enablement services that allow customer-facing professionals and their managers to add value in every customer interaction. Starting with a company’s leadership recognizing the...

“Victory has a 1000 fathers, defeat is an orphan,” is a quote popularized by John F. Kennedy. It has applicability to sales as well, where salespeople, managers and others are quick to claim/celebrate responsibility for winning deals, while shunning proposals that are lost, or worse,...

In this 12-part series, each post examines one of the 12 best practices identified in the 2017 CSO Insights World-Class Sales Practices Report. Today’s best practice: “As part of our performance review process, our organization consistently develops and ensures implementation of personalized performance improvement plans.”The underlying philosophy...

In this 12-part series, each post examines one of the 12 best practices identified in the 2017 CSO Insights World-Class Sales Practices Report. Today's best practice: "When we lose a salesperson (voluntary/involuntary) we consistently determine the reasons why."You’ll hear CEOs say, “Our people are our most important/valuable...

There’s a popular TED Talk called “100 Days of Rejection” – a young entrepreneur apparently not satisfied with the frequency of morale-crushing events in his life, went in search of more. To conquer fear, he sought out, and in fact manufactured, situations where immediate and...

They say that once is an occurrence, twice is a coincidence, three time is a trend. In recent weeks, I’ve had conversations with CSOs at three different Small-to-Medium Businesses (SMBs) in the technology, telecom services, and manufacturing industries. In each case, they wanted to explore...

I’ve always enjoyed the concept of “dog years” – a dog ages seven years for every calendar year. The same principle applies, in a way, to online content. A story on social media from 2012 is about as useful as a piece of toast from...