In my last blog, I discussed the sales practices that differentiated sales organizations who excel at new account capture, versus those with mediocre or even poor results. As the almost 900 sales leaders in our survey shared, capturing new accounts requires intense focus on (a)...

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...