In this 12-part series, each post examines one of the 12 best practices identified in the 2017 CSO Insights World-Class Sales Practices Report. Today's best practice: “Our salespeople consistently and effectively articulate a solution that is aligned to the customer's needs.”In professional selling, we have come...
Selling today feels like running up a down escalator.It takes tremendous effort for little, or zero, gain. The forces of complexity, competition and customer expectations accelerate against you to stall your progress. Pause and you’ll find yourself moving backwards. To put that in perspective, our...
Here at CSO Insights, we’re launching our third annual Sales Enablement Optimization Study. But wait: Has anything really changed since last year? Of course! Each of the annual studies we conduct produces real, relevant and current insights on trends and best practices that experts like...
Katie Ng-Mak, Director of Sales, leads an inside sales team at HubSpot, which is a leading inbound marketing, sales, and CRM growth stack. Today, over 34,000 customers in more than 90 countries use HubSpot’s award-winning software, services, and support to transform the way they attract, engage,...
A few weeks ago, I started to share some impressions MBA students have about sales enablement. Another misconception that’s out there in the market is that sales enablement is all about sales content only, about “marketing content,” and the related enablement technology.Many people see sales...
There’s a popular TED Talk called “100 Days of Rejection” – a young entrepreneur apparently not satisfied with the frequency of morale-crushing events in his life, went in search of more. To conquer fear, he sought out, and in fact manufactured, situations where immediate and...
Here we are again with the second part of the interview with Lee Bartlett. He is a sales leader, author and blogger on high-performance in sales, and has enjoyed a highly successful sales career working for a variety of tier 1 institutions. He has held...
Lee Bartlett, sales leader, author and blogger on high performance in sales, has enjoyed a highly successful sales career working for a variety of tier 1 institutions. He has held roles in large US, UK and European-based corporations, and sold extensively across most countries in...
Clients often ask us, “Isn’t sales manager enablement just about sales coaching?” As the title of this blog post suggests, it is not. It’s like having advanced cooking skills and expecting that these skills alone would automatically create delicious meals. No, you also need to...
According to the “Digital in 2017 Global Overview” report, published by Hootsuite and We Are Social, more than half of the world’s population uses the internet. And the growth rates, especially in the sector of mobile social users, are impressive.What does this mean for the...