Imagine you have many cooks in the kitchen who all contribute to the menu. No doubt, you need a strategy and a solid plan to get things orchestrated across all cooks involved to ensure an excellent menu, on time and delicious. That’s what a chef...

Salespeople need a lot of content along the entire customer’s path. Where does it come from? “From marketing!” is a common response. However, marketing does not create all (!) the content salespeople need. We first asked our study participants this question in the 2016 Sales...

Last week, we discussed customer engagement and its role in sales enablement, based on my session at the Sales Enablement Society Conference in Denver. Today, let’s have a look at the components of customer engagement. Let’s build on where we stopped last week:An encouraging number,...

Just back from an amazing Sales Enablement Society Conference in Denver. Two days packed with fantastic presentations, workshops, experience rooms and lots of networking within the global sales enablement tribe.I led a very well-received session, “Customer Engagement: Solving the Gap Between Buyer Preferences and Seller...

This blog post couldn’t be more timely! Last week, I introduced you to the inner workings of sales enablement, the concept of efficient enablement operations, to be precise. I defined its three areas: enablement governance (which is all about an enablement advisory board), enablement production...