By: Ben Taylor
Friday, September 16, 2022
The customer’s buying process has changed, and sellers are uncertain of how to adapt. Tenured sellers are discovering that traditional methods are not as effective as they once were.
By: Norman Behar
Thursday, August 4, 2022
For decades, the annual sales kickoff (SKO) has served as the premier event for companies to bring their sales teams together to align around annual priorities and bond as a team. SKO agendas typically include these elements:
By: Jeff Cochran
Thursday, September 15, 2022
Inspiring your sales team to incorporate the bottom line into their professional connections can be a challenge. Though your team likely understands how to use negotiations to create relationships with potential clients, it can be difficult for them to consider how the details of their work affect the company.
By: Chad Tysick
Thursday, September 8, 2022
If you aren’t rethinking your sales talent strategy in 2022, you could be putting yourself at a competitive disadvantage. Finding great sales talent in today’s tight labor market can be a time-consuming, expensive venture—to add to the challenge, top talent is constantly being targeted and recruited.
By: Mike Kunkle
Thursday, September 1, 2022
Coaching is often a misused and misunderstood word in the sales profession. According to research, managers frequently say they coach far more than their sellers report being coached.
By: Stephen Baer
Tuesday, August 30, 2022
People love games. As many as 40 percent of the world’s population—3.1 billion people—play games daily, whether that’s word games, casual puzzles, strategy games, role-playing games, or something else.
By: Elay Cohen
Friday, September 23, 2022
Sales enablement aligns people, content, and priorities to guide revenue teams on how best to engage customers and prospects to achieve revenue outcomes faster.
By: Rodolphe Meynier
Tuesday, September 27, 2022
We hear that selling is an art. That it is innate. That it is a science. Selling is convincing someone of something: a meeting, a test, a presentation, a bid, a pilot project, a sale, or a contract.
By: Bruce Wedderburn
Thursday, September 29, 2022
Sales enablement teams go to great lengths to produce the data, marketing content, product information, research, tech stacks, and other tools to help salespeople close deals. It’s their mission to make sure the sales team has the resources they need to convert more leads and drive more revenue for the business.
By: Jeb Blount
Friday, October 21, 2022
With virtual training, learner confusion is your enemy. Confusion degrades the virtual learning experience. Learners and their leaders might have confusion about: