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 reading
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 […]
Continue reading
“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 […]
Continue reading
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 […]
Continue reading
The War on… Sales Productivity? Based on the sales research results I see (much of which is based on survey results from folks like you), I know it must seem that our efforts to increase sales productivity (which I define as “revenue per salesperson” over a given time period) or sales velocity, are as challenging […]
Continue reading