Last week, I discussed the fact that sales enablement is not all about revenue, because there is no direct causation between enablement efforts and revenue; there are only correlations. I also discussed the fact that your enablement maturity level can also determine the set of...

Sales enablement is a multifaceted discipline with a lot of variables impacting results. Not all of these variables are definable or under your control. Beyond that, your selling methodology, your engagement approach, the customer’s perspective and their buying processes, and the markets you are operating...

Last week, I discussed how organizations share the content salespeople need with their sales teams. It was interesting to see, in contrast to the sales enablement hype, that the majority of organizations (51.6%) still share the content salespeople need along the entire customer’s path in...

It’s a simple question. How do you share content, all the various digital pieces of content your salespeople need along the entire customer’s path, with your sales team?In this digital age with its abundance of technologies that could help with this challenge, you might assume...

Whenever the level of confusion on sales enablement is discussed, another area of confusion is ignored. And that’s the question: what, exactly, is sales operations? And what’s the relationship between the two?Some people say, “Oh no, sales ops is well defined, the confusion is about...

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...