Welcome back! Let’s continue with the second part of my series on my sales enablement journey. In my first blog post, I shared how I got into sales enablement and the achievements and lessons learned of this first, program-driven, enablement phase.Today’s post is about the...

How did you get into sales enablement? I’m sure every single one of you had a different way, and many sales enablement professionals have different backgrounds, as I discussed last week.As we are currently launching our new book “Sales Enablement” I had the pleasure to...

Sales coaching is the enablement service that matters most in terms of business impact. This is a fact that CSO Insights has observed year over year. Improvement of win rates for forecast deals by 27.6% is absolutely achievable, if you follow a dynamic sales coaching...

Did you know that quota attainment is on a five year decline? That sales organizations with a culture of continuous development are more successful than their peers? Do you have a clear view of how your sales organization may compare to others?As sales continues the...

Over the last couple of months, I’ve been involved in many conversations regarding the professional background of people who are now in a sales enablement role. Many people have opinions, but few have data. “They are mostly from sales training,” “They come from L&D,” “Aren’t...

I once closed a $450,000 deal in seven business days. A company wanted to upgrade from an old version of our product to the new version. They had budget, and they wanted to move on it. I learned this in my first sales call with...

In the age of the customer, communicating business value to prospects and customers that is valuable, relevant and differentiating in every interaction is the key challenge for sales professionals. And equipping them the right way is then, of course, sales enablement’s challenge. Today, let’s discuss...

Whenever I address the topic of sales coaching in conversations with sales leaders, at events, and in workshops, people are highly interested. At the same time, many of them initially assume “of course, this is what we are already doing.” Upon hearing a few more...

My son recently joined a little league baseball team. This weekend brought the life lesson I had been waiting for ever since he moved up to the level where they keep score – they got beat. They didn’t just get beat. The mercy rule had...