“Characterize people by their actions and you’ll never be fooled by their words.” If the sales process is WHAT to do, a sales methodology is HOW to do it. And in today’s modern sales organization, this investment is no longer nice to have, rather it is table stakes. You may choose to work with a…
Develop a high-performing sales team that will crush business goals with sales and enablement alignment Though sales and enablement are technically on the same team, working toward the same ultimate goal, the two functions in many organizations have grown apart. The reasons for this disconnect vary, but the solution to aligning sales and enablement in…
Creating sales and enablement alignment improves sales efficacy and quota attainment. Does this sound familiar to you? Sales claim that everything that comes out of enablement is useless and should be ignored. Enablement says that, if sales would just engage in their initiatives, they could greatly improve their ability to attain quota. In my experience…
Bring the launch of your next sales enablement initiative into the 21st Century. When a business creates a new product, evolves their message, or has critical business information to impart, it relies on the sales team to deliver that info to the marketplace. But the sales team’s ability to present that message is only as…
All launch initiatives have one key ingredient for success in common—change management. Sales enablement launches new initiatives all the time. From new products to new messaging, mergers and acquisitions to new processes. And let’s not forget the sales kick-off! While you may think that each of these initiatives are unique, the truth is that they…