Howard Stevens, founder of the Sales Education Foundation (SEF) used to like to ask, “What do you call the person who graduated last in their class from medical school?” Answer: Doctor.The point is that even the last in class passed a certain standard level of...

Last week, we established a common understanding of sales enablement with a comprehensive definition. The purpose of any definition is to get everybody on the same page, in the context of your organization, to establish a common foundation for your enablement team, sponsors and stakeholders.However,...

The CSO Insights definition of sales enablement is: A strategic, collaborative discipline designed to increase predictable sales results by proving consistent, scalable enablement services that allow customer-facing professionals and their managers to add value in every customer interaction. Starting with a company’s leadership recognizing the...

In the Greek myth, Sisyphus was condemned to an infinite loop of pushing a giant boulder up a steep hill, only to have it roll back down again. When it comes to participating in the annual strategic planning process, those of us in the sales...

We move on with our series on value messaging. First, we discussed what value messaging’s role is in a strategic sales enablement approach and why your enablement services have to be aligned on a messaging level. Last week, we discussed organizations’ current approach to value...

What’s the role of value messaging in sales enablement? Basically, value messaging is the glue that allows you to align your content and training services to each other and the customer’s path to ensure consistency and effectiveness.However, two-thirds of organizations (64.7%) work with enablement services...