Category Archives: General

Best Sales Coaching Approach: Flexible or Rigid?

The current conventional wisdom is that the most effective leaders inspire exceptional performance by setting goals and then giving their team autonomy on how to achieve them. Daniel Pink popularized this notion in his book “Drive: The Surprising Truth About What Motivates Us”. He argues that autonomy – the desire to direct our own lives […]

Tough Love: Sales Coaching with Candor

Wikipedia defines “tough love” as an expression used when someone treats another person harshly or sternly with the intent to help them in the long run. In most uses, there must be some actual love or feeling of affection behind the harsh or stern treatment to be defined as tough love. That’s the general idea […]

Sales Enablement Pros, Listen Up: Perfect is the Enemy of Good

If your day-to-day travels take you anywhere near the worlds of software development or start ups, you will likely have heard about the concept of the “minimum viable product (MVP)”. This idea was conceived by Eric Ries, author of ‘The Lean Startup’. Ries observed that too often startups strive to perfect a product before showing […]

How Marketing Can Help Sales Sell – Stop Creating Content

Maybe you misread. The hot trend is Big Data, not Big Content. 70% to 90% of sales content produced by marketing is not used by salespeople (SiriusDecisions/CSO Insights). Why is that? The Content Marketer’s Dilemma Is it that your salespeople are too engrossed playing Worlds of Warcraft or reading food blogs to alt-tab over to […]

Quick Tip: Start the Value Discussion Early in the Sales Process

Research shows that best-in-class companies – top-performing firms in terms of quota attainment, average growth, and deal size – consistently implement value-based selling practices at a far higher rate than average. Although the economy is improving, B2B buyers have become conditioned to be more austere. Plus, the buying process has gotten increasingly complex with more […]

Sales Enablement – Expand the Guest List

Most Sales Enablement practitioners we speak with think of Sales Enablement primarily or exclusively as ‘Sales Person Enablement’. The focus is on how to help the salesperson “consistently and systematically have valuable conversations” throughout the sales process. That’s the guidance we’ve received from Forrester and others, so who can blame us. Our point of v

Sales Process 2.0 – The Need for a New Approach

I grew up at Xerox and learned early on that the key to sustainable sales success was the ability to define and execute a repeatable sales process. This lesson was reinforced during stints at Gartner and Symantec. Turns out there is empirical evidence that shows that sales organizations that excel at sales process enablement outperform […]

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 [&h

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 […]