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...
Over the past year, I have often sounded like a broken record, pointing out repeatedly that while tools like CPQ sales analytics, and AI are readily available, they are underutilized. This is a mistake, as these systems do not just drive revenue, they make business...
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...
They say that once is an occurrence, twice is a coincidence, three time is a trend. In recent weeks, I’ve had conversations with CSOs at three different Small-to-Medium Businesses (SMBs) in the technology, telecom services, and manufacturing industries. In each case, they wanted to explore...
Last week, I shared some impressions MBA students have about sales enablement. In the next couple of weeks, I will dive a bit deeper into some of the aspects the MBA students shared with me regarding their perception of sales enablement. Today, let’s begin with...
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...
I’ve always enjoyed the concept of “dog years” – a dog ages seven years for every calendar year. The same principle applies, in a way, to online content. A story on social media from 2012 is about as useful as a piece of toast from...
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...
Last week a client meeting prompted me to revisit a 2015 Forbes article written by my friend Ken Krogue. It’s full of great insights, and in particular the part of the story that resonates for me right now is the list he shares (provided by...
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...