Category Archives: General

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 coupl

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 […]

Use Playbooks To Boost Rookie Performance

Research shows that depending on your industry, solution complexity, and price point, in most cases, it can take anywhere from 6 to 15 months to get a new-hire fully productive as measured by time-to-quota. As such, compressing the amount of time it takes to bring new sales hires up-to-speed is one of the main reasons […]

Sales Process Got Me to the Olympics

The Olympics recently ended and as I watched the closing ceremony, I couldn?t help but reminisce about sitting at the Olympic Stadium in Barcelona one warm summer evening 20 years ago witnessing first-hand the magic of the closing ceremony of the ?92 Olympics. What an experience – went to 16 events. Saw, with all due […]

Rule #11: Create a Playbook

Excerpt From Mike Griego’s “42 Rules to Increase Sales Effectiveness” (Superstar Press) So now you?re ready to document your sales process ?playbook.? A playbook is just as it sounds?it?s a notated game plan of steps, actions and tools used to facilitate the execution of the sales process. In the previous two rules (Rule 9 and […]

How To Organize Your Sales Tools For Optimum Use

The best tools (and training) are those that help salespeople more effectively and consistently apply their sales organization’s best practices at each stage of their sales process. We categorize these into tools the reps use before/during/after the call at each stage of the sales process to help them increase the probability of successfully completing a […]