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Search Results for: path to sales growth is through Customer Focus
The Untapped Power of Sales Discovery Skills
Some in the sales profession consider the act of discovering what is important to prospects or clients and understanding their challenges, opportunities, needs, and requirements to be the most basic skill in selling. After all, this is taught in every Sales 101-type course on the planet, right? By contrast, to true top producers, Sales Discovery […]
Continue readingThe Four Pillars of Sales Value Creation
The concept of sales value creation has been getting a lot of attention again lately, in the sales blogosphere. It should. I don’t believe in metaphorical “silver bullets,” but the ability to create value when selling is as close as we may come to a silver bullet for our profession. We tend to forget that […]
Continue readingHow to REALLY Make Insight Selling Work
Call it what you will… insight selling, changing the sales conversation, selling with insights, challenging, influencing through thought leadership… it’s all the rage, isn’t it? So much so, that some companies that shouldn’t be doing it are trying like crazy to scale the concept, and some that should be adding insight selling to their methodology mix, are rushing forward without […]
Continue readingRethinking Enablement for the Future: The Power of Commercial Effectiveness Integration
Introduction In today’s fast-paced and challenging business landscape, maximizing organizational success hinges on seamless coordination across various functions. Nowhere is this truer than with the commercial organization. At the core of this synergy lies a concept that wields immense influence in driving revenue and ensuring organizational performance – cross-functional Commercial Effectiveness. This strategic approach goes […]
Continue readingThe Enablement Profession at a Crossroads
In the ever-evolving landscape of business, the Sales Enablement profession has reached a pivotal crossroads. To firmly establish the function as required and themselves as integral players in their companies, enablement experts must be equipped to prove their worth by improving sales results and bolstering profitability. They must show that they can make an impact […]
Continue readingBuyers are Buying Differently – What Are You DOING About It?
I know it’s important to continue to spread the word, but I’m almost tired of hearing about how buying behavior has changed. Yes, buyers are buying differently. Things have changed. The real question is… what are you DOING about it? We’ve all heard the stats, right? The Broken Record: Buying Behavior Has Changed Buyers are […]
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