“Where there is less pain, there is also less pay.” ― Auliq IceIf you follow our research, then you already know that sales force enablement is a strategic, complex, cross-functional discipline to drive sales results. And so is the role of the enablement leader: multifaceted, complex, cross-functional,...

Enablement, sales force enablement as we call it, is a growing discipline. Only 19.3% claimed to have an enablement function back in 2013, but 32.7% reported having a dedicated enablement team in 2016. That’s an impressive growth of 13.4 percentage points or 69%.Now, more and...

Buyers decide how to approach a problem or a challenge. Buyers decide when and how to engage with salespeople, depending on the complexity and the specific risks of their different buying situations. And they also determine what value means in their business context (and for...

“Success is neither magical nor mysterious. Success is the natural consequence of consistently applying basic fundamentals.” ― Jim RohnThe term “consistency” means many different things to different people. For some people, consistency is perceived in a way that doesn’t appreciate change or is contrary to change. And...

Imagine you’re standing in front of a huge wall that you want to climb over. The only tools you are given are ladders. Now, imagine that you don’t know what a ladder is and, not to mention, how to use it effectively. Maybe you put...

Over the last couple of weeks, I have shared a lot of our research on cross-functional collaboration from an enablement perspective. Now, what about collaboration across the sales force, across sales teams? The question readers are asking me is: What about the collaboration between salespeople...

When choosing the features of a new home, the decisions you make about architecture, the heating system, Internet connectivity and a hundred other things will affect your quality of life and even your daily behaviors. For example, you may have an older-style thermostat that requires...