In this 12-part series, each post examines one of the 12 best practices identified in the 2017 CSO Insights World-Class Sales Practices Report. Today's best practice: “Our salespeople consistently and effectively articulate a solution that is aligned to the customer's needs.”In professional selling, we have come...

Clients often ask us, “Isn’t sales manager enablement just about sales coaching?” As the title of this blog post suggests, it is not. It’s like having advanced cooking skills and expecting that these skills alone would automatically create delicious meals. No, you also need to...

According to the “Digital in 2017 Global Overview” report, published by Hootsuite and We Are Social, more than half of the world’s population uses the internet. And the growth rates, especially in the sector of mobile social users, are impressive.What does this mean for the...

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...