Category Archives: Sales Enablement

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 […]

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 […]

Is it What You Sell, or How You Sell It?

From Mike Griego?s SalesNote blog The Corporate Executive Board?s Marketing Executive Council surveyed over 5000 individuals to determine what customers are looking for in a business-to-business supplier. Interesting data comes out about the drivers of customer loyalty: 19% ? Company and brand impact 19% ? Product and service delivery 9% ? Value-price ratio 53% ? […]