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...

Last week, I discussed the need for sales enablement leaders to have a content strategy that covers the entire customer’s path. Based on our 2018 Sales Enablement Study (requires membership), only 32.7% of enablement teams have implemented such a content strategy.Only this one-third with a...

Imagine you have many cooks in the kitchen who all contribute to the menu. No doubt, you need a strategy and a solid plan to get things orchestrated across all cooks involved to ensure an excellent menu, on time and delicious. That’s what a chef...