Last week, we discussed the need to engage salespeople effectively so that they are able to engage their buyers and be valuable, relevant and differentiating in every interaction.Today let’s talk about the third component of the “engage, equip and empower” trilogy—let’s talk about empowering salespeople....

Last week, we discussed how sales operations can help organizations achieve sales objectives by leading, not just by doing. We looked at sales process as a lever that can remarkably impact sales performance and as an area for sales operations to take on a leadership...

Setting priorities sounds easy enough. But, when looking at the number of sales operations activities on their to-do lists, are organizations actually doing it? In today’s blog, we explore how priority-setting can help transition sales operations from reactive to more proactive.Priority-setting for sales operationsIn our...

Last week we discussed the latest research regarding content analytics, how many organizations actually do it, and why nearly 80% of sales enablement teams do not consistently and regularly assess feedback and track content usage, consumption and impact. Today let’s focus on the pitfalls you...

In my last blog, I reviewed the third of four top strategies being used by sales leaders to achieve their 2019 objectives: expanding (vs. simply renewing) existing accounts. In analyzing the 2018-2019 Sales Performance Study, we found sales organizations that excel at expanding accounts have...

How do you know what pieces of content are effective? Do you use the analytics features of your new sales enablement content management solution, or your CRM? Or do you simply ask your sellers and managers? Maybe you’re not doing either. If not, you’re not...

In this blog series, we have been reviewing the four strategies that sales leaders are using to make their 2019 goals. Here we explore strategy #3, expanding business in existing accounts.It won’t surprise you that existing accounts are the lifeblood of a sales organization. In...