If you are following my sales enablement research, you know that I’m hammering home the vision that sales enablement as a discipline has to engage, equip and empower salespeople to become and remain relevant, valuable and differentiating in every interaction with prospects and customers, along their...

Whenever I experience bad prospecting and social selling behaviors, I cannot resist writing about it. Not to blame anyone, but to encourage sales enablement professionals to include prospecting (via email or social media) in their initiatives and to shed light on bad behaviors that put...

Last week, I was supposed to travel from Frankfurt to Amsterdam to speak at the local meeting of the sales enablement society. As usual, I used the easy online booking capabilities of my favorite airline weeks ago.Just as I was getting ready to leave for...

Welcome back! Let’s continue with the fourth and last part of the series on my sales enablement journey. I have already written about my early enablement days, the next steps from program to function, and moving the function to sales.In this phase, we made a...

Welcome back! Let’s continue with the second part of my series on my sales enablement journey. In my first blog post, I shared how I got into sales enablement and the achievements and lessons learned of this first, program-driven, enablement phase.Today’s post is about the...

How did you get into sales enablement? I’m sure every single one of you had a different way, and many sales enablement professionals have different backgrounds, as I discussed last week.As we are currently launching our new book “Sales Enablement” I had the pleasure to...

Sales coaching is the enablement service that matters most in terms of business impact. This is a fact that CSO Insights has observed year over year. Improvement of win rates for forecast deals by 27.6% is absolutely achievable, if you follow a dynamic sales coaching...

Over the last couple of months, I’ve been involved in many conversations regarding the professional background of people who are now in a sales enablement role. Many people have opinions, but few have data. “They are mostly from sales training,” “They come from L&D,” “Aren’t...