Knowledge may be half the battle, but that’s no reason to stop your sales transformation there. I am 39 years old, which puts my Saturday morning cartoon watching timeframe somewhere between 1985 and 1993. I have this slogan that sits with me today…”The More You Know”. Somewhere during the 2nd commercial break of Saved By…
Three key insights into sales manager enablement that will help your sales organization reach (or exceed!) 2018 goals. There is a deep-rooted problem in today’s sales organizations. Frontline managers are trapped in a vice created by the traditional approach to sales: Hit the number at all costs. The status quo has sales organizations lurching from…
Why Do Sales Leaders Make Resolutions That Are Bound To Fail? How did 2017 end for you? Did your team smash their goal, barely squeak by, or fall apart? As a sales leader, your success is based entirely on your team’s performance. So, no matter what happened in the past year, I’m willing to bet…
CIO Applications Magazine announces the top 25 sales technology solution providers of 2017 Nicholas de Kouchkovsky’s 2017 Sales Tech Landscape notably includes over 700 sales technology providers organized into 32 categories (up from 300 in his first edition, published in 2015). It’s astounding to see how far the sales technology industry has come in just…
What does it mean to align sales and sales enablement, and why should it be important to you? I recently came across a blog by Tenfold that describes sales enablement as “like archery (without the lethal pointy bits).” I particularly like this analogy because it goes on to highlight the importance of aligning customer-facing functions…
Improve sales productivity by improving the performance of your sales managers and reps. Anyone can become a salesperson, but very few are actually good at it. True professionals are always on the lookout for how they can improve sales productivity. The ability to take those that have chosen to become not just great salespeople, but…
This year’s Sales Enablement Soiree, hosted during Dreamforce, demonstrates the momentum building in the function. Attending the Sales Enablement Soiree at Dreamforce this year was an eye-opening experience for me. The sophistication of the topics presented and the quality of the content made attendance well worth it. It was also a testament to the ongoing…
CommercialTribe is a SaaS Sales Team Development Platform—Developed by Salespeople for Salespeople. After decades of working his way up the ranks of some of the most well-regarded sales organizations, CommercialTribe’s CEO and founder, Paul Ironside, realized that something wasn’t right in the industry. As a sales leader, Paul had access to all the data one…
The secret to gaining the greatest ROI from your kickoff content this year. Your sales kickoff is meant to recognize the achievements of your sales team over the past year, and to get them hyped up around a new initiative for the coming year. This means you are likely either launching a new product, a…
Avoid the post-sales kickoff “thud” with observational sales assessments. Planning sales kickoff and getting all your stakeholders, content, consultants and vendors in line is no small task. Nor is it a small item on the company income statement. You know that your goal is to create lasting impact that will provide a return on investment…