If an AI company provides solutions for demand and lead generation and prospecting, you would expect that they have prospecting all figured out.But a few months ago, an executive from such an AI vendor sent me a LinkedIn message, saying that based on my profile,...
In our past several posts, we’ve discussed several insights from the recent 2018 Sales Talent Study, highlighting a series of talent challenges plaguing sales leaders. With most (84.5%) sales leaders not convinced that they have the talent needed to succeed in the future, there are...
Last week, I discussed why a sales enablement charter is such a critical element for sales enablement success, and why only few organizations, 9.2% to be precise, run their enablement practice based on a formal approach with a charter (which is just another word for...
We continue our conversation with Tom Steenburgh, the Richard S. Reynolds Professor and Senior Associate Dean for Faculty Development at the Darden School of Business, co-author of “How to Sell New Products” in the current issue of the Harvard Business Review. See Part 1 here. Q:...
For those of you in an enablement role, it’s the time of the year when strategic planning processes for 2019 are underway and budgets are created. How your sales enablement budget will look depends heavily on the approach you take.That’s why it’s a perfect time...
Tom Steenburgh, the Richard S. Reynolds Professor and Senior Associate Dean for Faculty Development at the Darden School of Business, and Mike Ahearne, Professor of Marketing at the University of Houston and Research Director at the Sales Excellence Institute, are sales researchers and co-founders of...
When I discussed our latest data on sales enablement, especially regarding the impact of onboarding, I also shared six design principles for effective onboarding. And one of those principles is “knowledge comes in different forms and shapes.” I referred to the difference between capability knowledge...
A selection of links and articles @CSOInsights has recently recommended. Follow us on Twitter and LinkedIn. Check www.csoinsights.com weekly for new blogs and sales research. If you’re interested in AI, download our paper, AI in Sales: When You Think AI, Think Augmented Intelligence.What Innovative CEOs...
Last week, I shared some of our latest research on the performance impact of onboarding programs. The main findings were:Effective onboarding services can improve quota attainment by 16.2% Effective onboarding programs can speed up the ramp-time to full productivity by 17.9% Ineffective onboarding services...
The best are driving over half your revenues. Do you want more of them?As we comb through the data of the 2018 Sales Talent Study, one of the more alarming statistics was the vulnerability sales organizations have when it comes to their top performers.For years,...