In last week’s blog post, we addressed five different ways to improve sales performance. Number five was “Align your processes to your customers’ path.”Today, let’s discuss this in a bit more detail: what aligning your processes to the customer’s path actually means and why it’s...

Listening to sales enablement discussions, especially regarding which approach to choose and which frameworks to use, I am astonished at how often the customers are not even mentioned, nor included in the approaches and frameworks that are discussed.Look at it this way: When you prepare...

“Where there is less pain, there is also less pay.” ― Auliq IceIf you follow our research, then you already know that sales force enablement is a strategic, complex, cross-functional discipline to drive sales results. And so is the role of the enablement leader: multifaceted, complex, cross-functional,...