According to our 2018-2019 Sales Performance Study, lead generation is both a top sales objective and a top sales challenge. Sales and marketing likely each have their own perspective on why it’s a challenge and how to go about addressing it, but here’s where sales...

If you are following my sales enablement research, you know that I’m hammering home the vision that sales enablement as a discipline has to engage, equip and empower salespeople to become and remain relevant, valuable and differentiating in every interaction with prospects and customers, along their...