How do you prepare yourself to master critical, complex, and changing situations? You might develop, for instance, your awareness, consciousness, mindfulness and your communication skills to turn things around and achieve positive outcomes.How do you prepare those situations when they impact not only you, but...

Sales enablement is a fast growing discipline: In 2013 19% of our study participants reported having an enablement initiative or function . In 2016, 34% reported having an enablement initiative or function.. That’s an impressive growth Unfortunately, enablement success is not growing with the same...

 Last week, I had the pleasure of working with MBA students at a German university regarding all things sales enablement. Fachhochschule Reutlingen is one of the rare universities that offer an MBA program that includes sales, in close collaboration with a few technology companies that...

Listening to sales enablement discussions, especially regarding which approach to choose and which frameworks to use, I am astonished at how often the customers are not even mentioned, nor included in the approaches and frameworks that are discussed.Look at it this way: When you prepare...

The Business Case for Sales Manager Enablement: Final ThoughtsIn the earlier blog posts Creating a Business Case for Sales Manager Enablement and Sales Manager Maturity Assessment: Two Perspectives we mapped out an approach to getting sales managers the support they need. Today we wrap...

Creating a compelling business case for sales manager enablement requires that the story is grounded in your organization’s context. And regarding sales manager enablement, assessing the current state of sales manager maturity adds richness to the one dimensional view offered by the business case numbers....

You might think that the changing nature of B2B selling and the pressure of digital transformation would force sales leaders to develop the role with the greatest leverage first. And that’s the role of the frontline sales managers. They directly lead quota-carrying salespeople. Sales managers...

Let’s continue our sailing trip on the high seas with the customer’s implementation and adoption phase and the related value dynamics.From change dynamics to decision dynamics to value dynamicsA few weeks ago, we discussed the dynamics of the customer’s journey, especially the change dynamics in...