SiriusDecisions Summit Europe 2019 – Day 1

October 10, 2019

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…

Sales Enablement Conference

The Sales Enablement Conference Roadtrip Continues

October 7, 2019

“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

Sales Enablement Content Types You Should Be Using [2019]

September 24, 2019

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…

A Vibrant Sales Enablement Content Ecosystem

Determining Your Sales Enablement Content Needs

September 17, 2019

“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…

"sales enablement image"

Breaking Down the Definition of Sales Enablement

September 17, 2019

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…

Help your sellers find the right sales content

September 17, 2019

“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…

The Top Five Reasons Why Sales Enablement and Marketing Go Hand-in-Hand

September 16, 2019

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…

retail sales training iPad

3 Ways Retail Sales Training Dictates the Customer Experience

September 12, 2019

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:…

"first year sales rep"

6 Ways First-Year Reps Become Their Own Worst Enemy

July 25, 2019

First-year sales reps are in a tough spot. Not only is their new job challenging, but also their skill set isn’t developed enough (at least not yet) to excel in it.

"sales manager mentality"

The Key to Developing a Critical Management Mindset

July 15, 2019

In my career in sales, I have been fortunate enough to rise to a level where I am responsible for managing people.