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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...