Category Archives: Sales Excellence Enablement

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

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 […]

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 […]

Why & How to ?Clone? Your Top Performers

Who is your best rep? Wouldn?t you like to clone him or her? If there was ever a time when you needed to clone the behavior of your top salespeople, it?s now. Firstly, your best reps account for the bulk of your business. Studies show that the top 20% of a sales organization generates upward […]

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 […]

Rethinking Solution Selling

From Mike Griego’s SalesNote blog. With all due respect to Michael Bosworth, author of Solution Selling, it?s time to rethink ?solution selling.? Both the selling world and customer interactions have changed and require adjustments to common selling motions. Besides, after all the books and training over 15 years, try to find one VP of Sales […]

B2B Sales Enablement Trends to Watch in 2012

Here are four important B2B sales enablement trends that we think will gain traction in 2012. 1. Content marketing will take on more significance as a means of engaging prospects, supporting them through their buying process, and differentiating sales organizations to help them win more often. Buyers want to make well-informed purchase decisions. Vendors that […]