The concept of design thinking has become a popular among some of the world’s most dominant corporations, including Apple, Uber, Netflix and Google. These organizations have made design thinking a core function of their business models. Though the theory was developed to…
TOGETHER: Achieving High Performance by Aligning the B-to-B Revenue Engine This is the theme of the SiriusDecisions Summit Europe 2019 in London this week. This simple statement was one of the main drivers for my attendance as it fits well with my…
“It’s not enough to be busy, so are the ants. The question is, what are we busy about?“ – Henry David Thoreau Thoreau was right. Anyone can be busy, but investing our time into important activities versus merely focusing on busywork, that…
Choosing the right Sales Enablement content types can be challenging. However, getting this right will ensure your buyers and sellers have the best experience possible. In my last article, we spent a lot of time discussing how you go about determining your Sales…
Is your Sales team sending content without approved branding? Perhaps worse, are they sending out documents from last year with your old logos and brand colors? It happens far too often and it is frustrating and costly. The leading companies in the…
“A forest is mystery but the desert is truth. Life pared to the bone.” -Keith Miller, was he discussing Sales Enablement Content? This quote from American Author, Keith Miller, is beautiful and has long spoken to me. While Miller was unlikely…
In the world of business software, sales enablement comes up often — and with good reason. Practitioners, managers, contributors, purchasers, critics, administrators, and of course the all-important end-user – sales and service professionals depend on this advanced software to “Learn faster, sell…
“In some cases we learn more by looking for the answer to a question and not finding it than we do from learning the answer itself.” -Lloyd Alexander, American Author, not a Sales Enablement Professional responsible for helping sellers find the right…
Marketers at organizations of all sizes are tasked with promoting the company, building the brand, generating awareness, and all too often adjusting and responding to the demands of the sales team (many of whom don’t understand or appreciate the value of marketing…
Loyal customers are five times as likely to make a repeat purchase and four times more likely to refer the brand. – Qualtrics Retailers often think about their retail sales training program as an entity that only affects one group of people:…
