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 […]
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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 […]
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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 […]
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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 […]
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“As in other studies we’ve done, this year’s enablement study found that sales process and sales methodology adoption rates above 75% resulted in above-average gains for revenue plan attainment, quota attainment, and win rates, with a big boost at adoption rates greater than 90%.” ~ CSO Insights 2019 Sales Enablement Report (p. 32) From the […]
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I am exceptionally pleased and excited to announce that Felix Krueger of FFWD and I launched The Building Blocks of Sales Enablement Learning Experience on November 25, 2022. I want to be clear that while the The Building Blocks of Sales Enablement™ framework is my content, and while I will be involved in this learning experience […]
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We’re all in sales, right? Well, maybe. I think the answer depends on what you mean by that (intent) and how you define “sales.” What is Modern, Professional B2B Selling All About? I get the intent of the “we’re all in sales” message, generally, much like Dan Pink’s book, To Sell is Human. I view it […]
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There’s still a lot of talk these days in the sales enablement community and the market at large about the need for sales and marketing alignment. I wish I saw more of it actually happening, but the concept is out there and there are examples of what good looks like. When it happens, the results […]
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Senior sales leaders and C-suite execs, this one’s for you. Pay attention. This is free consulting. Background & Context Enablement is Booming In an expanding number of vertical industries (but not yet everywhere), the concept of “enabling the sales force” has exploded. According to Paul Krajewski’s blog, where he tracks the profession, there were 15,000 […]
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This is a post I never wanted to write. I originally posted it as a LinkedIn Article in August of 2020 and unfortunately, find it relevant again already in mid-2022. At the time I published it initially, I had hoped the worst of the pandemic-fueled layoffs were behind us. Unfortunately, many company executives still needed […]
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