Is Selling Change Management or is Change Management Selling?

Change management is the application of a structured process and tools to enable individuals or groups to transition from a current state to a future state, such that a desired outcome is achieved. This definition from Prosci, the leading researcher in the field of Change Management, captures the essence of this important discipline. Typically, change […]

Help Me, Help You! – Sales Enablement Starts With Sales Manager Enablement

Forrester definition of ?Sales Enablement?: Sales enablement is a strategic, ongoing process?that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer?s problem-solving life cycle to optimize the return of investment of the selling system. This definition?has […]

The (Sales) Checklist Manifesto

What do a heart surgeon, a fighter jet pilot, a structural engineer for a skyscraper, and an enterprise software salesperson have in common? Their jobs are all high stakes, complex, and require orchestration across a large team to achieve a successful outcome. Most saliently, there is little or no room for error and even one […]

Best Sales Coaching Advice Ever: Seek First to Understand, Then to be Understood

Easier said than done. Full disclosure: I was about to post this article but before I did, I re-read it one more time. And after I did I couldn’t help but think that I should follow my own advice. I recently had an encounter with a prospect where I did none of the things I’m […]

Content Marketing To and Through Salespeople

Most of the comments we have seen around content marketing are neglecting a key (if not the key) ingredient – the salesperson. Many marketers act as if though all they need to do is publish volumes of carefully-crafted and gorgeously-charted whitepapers, articles or e-books and the buyer will come knocking at the door, check in […]

Process? We Don?t Need No Stinkin? Process!

Let me first establish that there is a Mount Rushmore-sized mountain of evidence pointing to the substantial impact on performance associated with institutionalizing sales process, but yet, this same research shows, the vast majority of sales organizations fail to do so. When it comes to defining a sales process, what we often see is that […]

Deal Knowledge is Power

Someone recently posted a question to the ?Sales Best Practices? group on LinkedIn asking, ?What is the best way to motivate my salespeople to complete call reports??. It generated a couple of dozen comments ranging from ?that?s part of their job? to ?that?s not what they get paid to do?. It was one of the […]

Playbooks Enable Sales Enablement

There is a lot of chatter lately from industry pundits about the central role that CRM-integrated sales playbooks can play in successful sales enablement programs and initiatives. Forrester included a track titled “Improving Sales Productivity By Implementing Sales Playbooks” at its recently-held Technology Sales Enablement Forum in San Francisco. Sirius Decisions has published a couple [&hellip

Is Sales Enablement Strategic?

Sales enablement can only be strategic if it is targeted to enable a well-defined growth strategy, tied to the accomplishment of a set of growth-related success metrics, and considered part of an overall change management initiative. Otherwise, sales enablement is nothing more than what has traditionally been referred to as sales support. What is exciting […]

Process Matters More Than Ever

I had the good fortune to have started my sales management career at Xerox. Xerox was at the forefront of the Total Quality Management (TQM) movement, which was a precursor to Six Sigma. The company introduced the TQM-based management framework “Leadership through Quality” to be used as the basic guideline for all managerial decisions and […]