CEOs, Sales Leaders, and Enablement Professionals of all flavors: Today, I want to talk about that thing we’ve said for years is our competitive advantage, but on which we rarely walk our talk. Yes, I’m referring to our people, our talent, and for us, specifically—our sales force. “Our people are our competitive advantage.” – Said […]
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CEOs, Sales Leaders, and Enablement Professionals: Today, I want to talk about something that may be a bit uncomfortable and may even upset some of you. But the title of this article includes “Straight Talk” so I’m going on the record about things I see that hold companies back from getting better sales results. Buckle […]
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“What if your ‘top producer’ isn’t your best performer? And what if promoting them could hurt your team?” In this article, I reveal the critical differences between top sales producers and top sales performers. Top-performer analysis reveals what truly drives consistent success — empowering leaders like you to hire smarter, train and coach more effectively, […]
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[This post was originally published here, in my Sales Enablement Straight Talk newsletter] Today, I want to delve into the nuances of the systems that support the Building Blocks of Sales Enablement framework. Many of you have asked about these systems – how they differ from the blocks (and support them), and how to maximize […]
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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, […]
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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 […]
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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 time. The reason you’d […]
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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 […]
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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 […]
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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 […]
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