We move on with our series on value messaging. First, we discussed what value messaging’s role is in a strategic sales enablement approach and why your enablement services have to be aligned on a messaging level. Last week, we discussed organizations’ current approach to value...

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 services to each other and the customer’s path to ensure consistency and effectiveness.However, two-thirds of organizations (64.7%) work with enablement services...

Last week, we discussed the good news: Sales coaching is finally heading in the right direction. We also stated that only 30% of organizations currently leverage the tremendous performance impact of double-digit improvements that require a formal or even dynamic approach. That means 70% either...

We are just a few days into 2018. It’s a good opportunity to review your investments in sales enablement. How much do you invest in your salespeople and your channel, and what do you invest in your sales managers?If you don’t invest in your sales...

What a year! A busy, challenging, inspiring year full of learning opportunities comes to an end. Time to recharge, time to reflect, time to focus on the New Year, and it’s soon time to welcome 2018.In 2017, I have written 45 blog posts just here...

Last week, we talked about one critical success factor to make social selling effective in your organization: formally aligned social strategies between marketing and sales. Today, we are discussing another critical success factor for success, and that’s adoption.Many of our studies have shown that adoption...

At CSO Insights, we have analyzed at the impact of social selling on sales performance for many years. With our 2016 Sales Enablement Optimization Study we researched social selling for the first time from a specific sales enablement perspective. And with our 2017 Sales Enablement Optimization...