When you think of sales enablement, what is the first thing that comes to mind? It could be CRM and how it’s supporting your people. Or you might think about training, collateral and other tangibles that support the customer sales journey. But as the selling landscape continues to evolve, sales enablement encompasses far more, including elements you may have once ...

I recently had the opportunity to debunk a few myths about wolves. I visited the Colorado Wolf and Wildlife Preserve and came face-to-face with some misconceptions. Our culture is permeated with tales of the Big Bad Wolf, leading to widespread hunting of these animals to the point of endangerment. The reality is that people have nothing to fear from wolves. ...

Business is more than just the numbers. Sure, sales are important and understanding finance is crucial. However, these alone are not enough. There are certain skills that every person should know before starting a business career. If you acquire them, you can enjoy long term success. Without them, you risk not being prepared for the power of the global competition ...

In CSO Insights’ 2016 Sales Enablement Optimization Study, it was found that more than 10 percent of companies do not carry out any strategic account planning, while a further 24.8 percent said this was left up to each sales person. Yet, formal account planning strategies have been shown to improve business results. However, adopting a clear strategy for managing key accounts ...

Sales is the lifeblood of any organization. You don’t have to like it, but sales is one of the essential skills and actions entrepreneurs need to have successful ventures.  While a lot of people shy away from sales, we asked some entrepreneurs and business owners for their tips or advice when it comes to sales. #1- Several tips I’m both ...

 If you are a sales leader who leaves work frustrated because of the ineptitude of your sales team you are not alone.  The most recent State of Sales study released by SalesForce reveals that high-performing sales teams represent a mere 20% of all sales organizations. For leaders with aggressive growth and revenue mandates, meeting targets only half of the time isn’t good ...

Quota problems are consistently near the top of the list of sales compensation challenges for most companies. A team can painstakingly work through each step of the sales compensation design process and create a great plan that can be wrecked by poor quota setting. Given the choice, I’d rather have a good sales compensation design and a good quota-setting process ...

You know the story — your digital marketing efforts are driving more and more leads each month. Google Analytics charts keep going up and to the right. (*Warning shameless plug* If this doesn’t sound familiar, we should talk. Your marketing department is ecstatic. So you’re ready to ask the hard question — “What’s the impact of all of these leads ...

Alastair is an executive with a global technology company and my host for a three-day meeting on sales strategy. The premise of the gathering was to get people to think differently about new ways to help the customer. Alastair’s team had tried their best to transform the upscale ballroom into an environment that would inspire creative thinking, bringing in picture ...

As a tech industry veteran, I have witnessed many a trend but must discern necessary adjustments to stay ahead of the competition. In my current role as CEO of a cloud automation company, my most important task is to act as Chief Revenue Officer. This measurable responsibility is pretty clear; generate revenue and profit for the company to continually increases ...