Category Archives: Sales Playbooks

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 […]

What Happens In ___ Stays In ___: How to Optimize Your SKO

You just had your kickoff at some relatively far off and relatively exotic location. Reps flew in from every corner of the globe fired up to connect with colleagues they had not seen since the last kickoff. New-hires arrived with some combination of trepidation and excitement about their first day on the job. Considering the […]

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 […]

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

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 […]

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 […]

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