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Flying Blind: Your Teams Are Executing the Wrong Deal Strategy
Selling complex solutions to modern buyers is hard. Your teams should be looking for every edge possible. A low-hanging fruit for every team is the opportunity management process. We continue to see...
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Hey, Sales Enablement: Time to Step it Up
As we approach the fourth quarter – that last push of the year – there’s some good news and some bad news.
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Recession Proof Your Sales Teams Now
This June marked the 10th anniversary of the U.S. economic expansion that began in June 2009. That’s quite a run. But practically, it also means it’s been 10 years since most sales leaders have worked...
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Unlock Your Sales Strategy with Sales Compensation
One of my former leaders would often say we did strategy projects masked as organizational design projects. Why would he claim that? The reality is that most company executives would say they own...
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Hey Marketing, Just Stop.
Several weeks ago, we sat in a client meeting with the company’s sales and marketing leaders. It went something like this:
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The Must-Haves for a Successful Global Training Program
Over the years, one of the statements we’ve heard a lot from our clients is: “We want to deploy a global sales training program.” We understand the appeal. A consistent methodology across all sales...
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Redefining Success in Sales Operations
When you hear ‘Sales Operations’ what do you think? For many, some not-so-positive things come to mind: Barrier Back office A pain in the #$@&%!, but needed Big Brother Dumping ground (usually...
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Stop Fumbling the Pricing Conversation
Your rep is 50 minutes into the one-hour discovery call. They’ve done everything right. Great sequencing of questions. Good engagement from the buyer. Quick demo of the solution to validate fit....
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Key Challenges Sales Enablement Needs to Tackle in 2020
Sales enablement has secured a seat at the table across a variety of industries and companies. This is the biggest takeaway from this week’s Sales Enablement Society’s annual conference. Yet, many...
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The Real Reason Your Reps Don’t Use Your Playbooks
Marketing and sales enablement have poured millions of dollars into building sales playbooks. The intent was good. The research was right. The content was (mostly) compelling. The field launch...
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Buy or Build Your Sales Methodology?
The term “sales methodology” has been around for a long time. It was a way to elevate sales training to a business process. The idea was to put sales on par with other operational methodologies that...
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Cracking the Sales Content Code
The goal was right: bridge the divide between marketing and sales. Equip sellers with content that will help them sell.
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Start Fast in 2020: Rethink Your Sales Training
We met with a prospect last week to discuss plans for 2020. After describing our approach, the leader turned to me and said, “So if I’m hearing you right, you think my team needs advanced sales...
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The Diagnosis to Avoid When Evaluating Your Sales Team
As the song goes, we’re about to enter “The Most Wonderful Time of the Year”. Too much food, football, and family. As sales consultants, it’s also the time of year that our phone rings… a lot. While...
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Add Change Management to Your Modern Sales Toolkit
The phrase “change management” carries a lot of baggage. The negative connotations come quickly: painful, likely to fail, waste of time, expensive, risky.
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The Agenda Item Missing from Your SKO
Most sales kick-offs focus on training reps on specific things they need to sell in the field – the “hard skills.” It’s not surprising that hard skills are the default for most live training events....
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Getting Real: 5 Things That Won’t Happen in 2020
Another year in the books! Now’s the time to celebrate the wins and learn from the losses. Whether you made your number or fell short, the new year offers a fresh start.
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How to Prepare for a Slowdown in 2020
Happy New Year! It’s that time of the year again. Some of you are closing out Q4. Others are half-way through the year. And many of you are shaking off the holidays, trying to get a few early wins on...
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Why Your Cross-Selling Strategy Isn’t Working
Cross Sell. Land and Expand. Enterprise Selling. Account Management. So many names for the same sales motion. We want salespeople to sell more #$%! to existing accounts.
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Rethink Your Definition of a Deal Champion
The concept of deal champion, advocate, or coach has been around a long time. Without question, they’re the most important person in modern deal strategy.
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