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...

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....

Transform your sales organization? What a great idea! Modernize the technology, improve processes, develop your people, research best practices and adapt them to your specific situation, and watch your revenues grow. Also, confuse, anger and alarm your team, and feel helpless as morale plummets and...

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...

In the early1980s, it was pure serendipity that I was introduced to two guys who would change my life forever.I had started my career as a civil engineer, but later gravitated to training and sales. So when a friend mentioned that those guys– their names...

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...