CSO Insights recently had a chance to speak with Mike Ahearne, Professor of Marketing at the University of Houston and Research Director at the Sales Excellence Institute. He is the co-author of Selling Today: Partnering to Create Value. Mike’s path to academia has been an...

Whenever I experience bad prospecting and social selling behaviors, I cannot resist writing about it. Not to blame anyone, but to encourage sales enablement professionals to include prospecting (via email or social media) in their initiatives and to shed light on bad behaviors that put...

Last week, I was supposed to travel from Frankfurt to Amsterdam to speak at the local meeting of the sales enablement society. As usual, I used the easy online booking capabilities of my favorite airline weeks ago.Just as I was getting ready to leave for...

Culture (per Merriam-Webster) is defined as the set of shared attitudes, values, goals, and practices that characterizes an institution or organization Culture is hard to characterize, hard to measure and hard to change. Therefore, it often gets ignored on the list of levers to pull when...

Our industry has been talking about sales and marketing misalignment for a long time, and for good reason. Eighty-three percent of “World-Class” sales organizations identified in our annual sales effectiveness study say that sales, marketing and customer service are aligned on their customers’ needs and...

In the recently released book, Sales Enablement: A Master Framework to Engage, Equip and Empower a World-Class Framework, CSO Insights Research Director Tamara Schenk (@tamaraschenk) defines, and draws a distinction between, some key concepts that our industry tends to use interchangeably:Sales Process is the...

Sales is unlike any other corporate function for a number of reasons: the empowerment of the frontline, the direct correlation to revenues, the connection to customer, the tenure in frontline positions.As such, a decade ago sales training split off from corporate learning & development in...

Welcome back! Let’s continue with the fourth and last part of the series on my sales enablement journey. I have already written about my early enablement days, the next steps from program to function, and moving the function to sales.In this phase, we made a...