Transforming Sales Results

Elevating Sales Performance: 6 Simple Tweaks for Big Impact

Introduction I’ve published newsletters and blog posts recently about overhauls and full-fledged transformations, but today, I want to talk about some minor tweaks that can deliver significant improvements in sales force performance. So, in this article, I’ll explore fostering a relentlessly customer-centric culture, refining your ICP and optimizing territories, sharpening sales messaging, deepening discovery skills, […]

How to Measure the ROI of Your Sales Enablement Program

In this post, I will offer advice about how to measure the ROI of your sales enablement program. This is a complex topic that is beyond the scope of one blog post, but I will do my best to provide a solid kickstart for you and offer what I hope will be some helpful perspective […]

Using Multi-Factor Analysis to Maximize Sales Performance Improvement

In this article, I want to talk about using multi-factor analysis to maximize your sales performance improvement. In plain English, this is a way to look at a whole situation in context – the root cause of the problem and possible solutions – and to come at the problem from different directions at the same […]

Rethinking Enablement for the Future: The Power of Commercial Effectiveness Integration

Rethinking Enablement - Commercial Effectiveness

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 […]

The 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 […]

Unleashing Growth: Overcoming 7 Common Barriers to Sales Transformation

In the ever-evolving landscape of business, the role of Chief Revenue Officers (CROs) or senior-most sales leaders (by any title), has never been more critical. These architects of growth are tasked with navigating complex market dynamics, driving revenue streams, and fostering a culture of success. However, achieving the highest levels of growth remains a challenge […]

Enablement is Hard. Do It Anyway.

Purposefully orchestrating organizational performance improvement is difficult. It requires a wide range of knowledge, skills, capabilities, practices, and mindsets, as well as mental toughness, emotional maturity, and, often, the ability to influence without authority. It’s organizational behavioral change management, for sure, and requires both smart and hard work. The goal of “enablement,” whichever term you […]

How to Radically Improve Your B2B Sales Win Rates

In this post, I’m going to share some simple concepts that I’ve seen deliver radically improved results across a sales force. And by “radically,” I mean improve opportunity management effectiveness and skyrocket win rates by 25-40%. I’ve been part of delivering these results, multiple times in my career, for both employers and clients. It’s entirely […]

Understanding Sales Process, Methodology, and Competencies

Sales process, sales methodology, and sales competencies are all important and related aspects of sales effectiveness. But they are not the same thing. Why care? Because getting these right, having them support each other, and fostering adoption and mastery, improves revenue plan attainment, individual rep quota attainment rates, and win rates. It’s been proven in […]

The Flavors of Sales Enablement

I have always struggled with blanket, whitewash advice. I know that the frequency of how often I say, “It depends,” is annoying to some people. It’s equally annoying to me when people proffer out-of-context advice, presented from a position of authority, that is based on limited experience or expertise. Unfortunately, this seems to be rampant […]

1 2 3 … 9 Next »