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 blog examines one of the 12 best practices identified in the 2017 CSO Insights World-Class Sales Practices Report. Today's best practice: “Our sales teams are effective at surfacing the specific reasons why certain customers stop doing business with us.”This week’s best...

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...

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...

Last week a client meeting prompted me to revisit a 2015 Forbes article written by my friend Ken Krogue. It’s full of great insights, and in particular the part of the story that resonates for me right now is the list he shares (provided by...

In the early1980s, it was pure serendipity that I was introduced to two guys who would change my life forever.I had started my career as a civil engineer, but later gravitated to training and sales. So when a friend mentioned that those guys– their names...