Just back from an amazing Sales Enablement Society Conference in Denver. Two days packed with fantastic presentations, workshops, experience rooms and lots of networking within the global sales enablement tribe.I led a very well-received session, “Customer Engagement: Solving the Gap Between Buyer Preferences and Seller...
Sales talent, the people resources within a sales organization as characterized by their aptitudes and abilities, is increasingly a pain point for sales leaders. As such we recently worked with over 300 sales leaders around the world to better understand why talent is so challenging,...
On Tuesday, Seleste Lunsford shared some of the findings on sales technology in our 2018 Sales Operations Optimization Study. One of her recommendations is to not underestimate the role of sales enablement when it comes to reinforcement and adoption of technology.Adoption rates of sales processes...
There are a number of sales technology roadmaps that do a good job of trying to document the abundance of sales technology providers in the marketplace. It is no simple task, as the number of such tools and organizations grows by the day. And, as...
How was the last forecast meeting, the last pipeline review you attended? In which role did you attend the meeting – sales, sales operations or sales enablement?I’m sure, whatever the challenges and the outcomes of the meeting were, the term “forecast accuracy” was used at...
Tom Steenburgh is the Richard S. Reynolds Professor and Senior Associate Dean for Faculty Development at the Darden School of Business. He is an expert in business-to-business marketing and sales, and co-founded the Thought Leadership on the Sales Profession conference. He is particularly interested in...
This blog post couldn’t be more timely! Last week, I introduced you to the inner workings of sales enablement, the concept of efficient enablement operations, to be precise. I defined its three areas: enablement governance (which is all about an enablement advisory board), enablement production...
What exactly does sales operations do in complex B2B sales organizations? It depends.At least that was the answer of the 350 sales organizations who participated in our new Sales Operations Optimization Study. Sales operations does a little bit of everything. From forecasting to CRM maintenance,...
Do you remember our sales enablement clarity model that comes in the form of a diamond? I shared the idea of getting from a rough diamond to a cut and polished diamond here:“Imagine that whatever you have in your organization in terms of enablement efforts...
A selection of links and articles @CSOinsights has recently recommended.Follow us on Twitter and LinkedIn!4 Things Buyers Want via @YouTube CSO Insights' Managing Director Seleste Lunsford shares findings from the 2018 Buyer Preferences Study.Why Tech Companies Are Using Humans to Help AI via @pcmagBill Gates...