If an AI company provides solutions for demand and lead generation and prospecting, you would expect that they have prospecting all figured out.But a few months ago, an executive from such an AI vendor sent me a LinkedIn message, saying that based on my profile,...

When I discussed our latest data on sales enablement, especially regarding the impact of onboarding, I also shared six design principles for effective onboarding. And one of those principles is “knowledge comes in different forms and shapes.” I referred to the difference between capability knowledge...

Last week, I shared some of our latest research on the performance impact of onboarding programs. The main findings were:Effective onboarding services can improve quota attainment by 16.2% Effective onboarding programs can speed up the ramp-time to full productivity by 17.9% Ineffective onboarding services...

In a recent blog post, Seleste Lunsford shared insights based on our 2018 Sales Talent Study centered around the question “You Hired the Right Salespeople. Now What?". She mentioned the role of sales enablement, especially the role of their onboarding program for new hires. Today,...

Last week, I discussed the need for sales enablement leaders to have a content strategy that covers the entire customer’s path. Based on our 2018 Sales Enablement Study (requires membership), only 32.7% of enablement teams have implemented such a content strategy.Only this one-third with a...

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...