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...

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...

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...