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Why Granular Content Matters for Effective Sales Enablement

Why Granular Content Matters for Effective Sales Enablement

A key element of sales enablement is providing sellers with relevant and useful content in a timely manner during the sales process. And most sales organizations spend a lot of time and effort to do just that. However, according to SiriusDecisions, “60 to 70 percent...
Podcast – Sales Enablement Defined

Podcast – Sales Enablement Defined

Recently I was asked by the Sales Enablement Society (“SES”) to offer my definition of sales enablement, as an alternative to the one the Society’s Definition Working Group came up with.  The article I wrote was then published on their website and in various sales...
The Definition of Sales Enablement

The Definition of Sales Enablement

Recently I had the honor of being asked by the Sales Enablement Society (“SES”) to offer my definition of sales enablement, as an alternative to the one the SES Definition Working Group came up with.  My definition follows, along with the reasons for it and...
Opportunity Assessment

Opportunity Assessment

Opportunity assessment is perhaps the most important function that first line sales managers should perform. It is the process of evaluating a seller’s opportunities against six key qualifiers to proactively identify and rectify problems, both with the opportunity...
New Podcast Feed: Sales Management…On Steroids!

New Podcast Feed: Sales Management…On Steroids!

Objective I’ve worked with sales managers and sales executives from around the world for more than 25 years, and have helped them dramatically boost the performance of their sales people and in fact their entire sales operation.  Based on those experiences, my...
Three Resolutions for Growth in 2018

Three Resolutions for Growth in 2018

By now, you’ve read the flurry of New Year posts and had time to reflect on your learnings from last year. You’ve finalized your growth targets for the year, and are energized and ready to go. You have that feeling of excitement and anticipation of all the...