We move on with our series on value messaging. First, we discussed what value messaging’s role is in a strategic sales enablement approach and why your enablement services have to be aligned on a messaging level. Last week, we discussed organizations’ current approach to value...

What’s the role of value messaging in sales enablement? Basically, value messaging is the glue that allows you to align your content and training services to each other and the customer’s path to ensure consistency and effectiveness.However, two-thirds of organizations (64.7%) work with enablement services...

In my previous blog, I laid out the business value of conducting Win/Loss Reviews. Today, let’s explore some ideas for structuring your Win/Loss Reviews.First, though, let’s be real: Win Reviews are easy. The seller and sales manager ask their new-found friends, the buyers, for feedback...

Nothing hits as hard as losing a committed, quarter-end deal. Whether the deal slid out to the next quarter, a competitor “bought” the business, or there truly was a sales execution issue, it hurts the same. We’ve all been there, because these kind of losses...

Last week, we discussed the good news: Sales coaching is finally heading in the right direction. We also stated that only 30% of organizations currently leverage the tremendous performance impact of double-digit improvements that require a formal or even dynamic approach. That means 70% either...