Accelerate Growth with Revenue Intervention Sprints
Sales teams are working harder than ever, yet many aren’t improving. Activity doesn’t equal effectiveness—or growth. That’s why I created the CoNavigator Revenue Intervention Sprints: focused, high-impact solutions that address your most critical revenue constraints. Pipeline Creation: Setting more & better quality appointments Opportunity Conversion: Improving opportunity win rates Account Expansion: Growing accounts strategically The […]
Continue readingHuman Differentiators: A Powerful & Sustainable Competitive Advantage
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 […]
Continue readingStraight Talk About What Holds Companies Back from Getting Better Sales Results
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 […]
Continue readingTop Producers vs. Top Performers: Why the Difference Matters in Sales
“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, […]
Continue readingImplementing the Building Blocks of Sales Enablement: Mastering the Sales Systems
[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 […]
Continue readingElevating 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, […]
Continue readingUsing 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 time. The reason you’d […]
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 […]
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