If you don’t understand it how can you manage it?
Even companies that enjoy the luxury of clearly superior products, realise that those products will not sell themselves.
Why sales coaching needs to get closer to the individual
Have you heard the phrase, “Never in the history of calming down, has anyone ever actually calmed down, by being told to calm down”?
A progressive approach to qualification (that isn't BANT)
Like a growing number of other commentators, I have come to believe that the traditional BANT (Budget, Authority, Need and Timeframe) approach to sales opportunity qualification is fundamentally flawed and not fit for purpose when it comes to complex B2B sales.
Here's how to reduce friction in sales
“The mitigation of friction which impedes sales.”
That’s Bob Britton, in a guest post on this blog, defining sales enablement. While I’ve certainly heard more extensive definitions, I find Bob’s concept to be pleasingly simple and useful.
The MOST important thing to know about sales enablement
It’s not often that a piece of research comes out that really shakes the sales game. Recently, I believe that a CSO Insights report did just that.
A brief history of the CRM
For salespeople entering the workforce today, it may be unimaginable that there once was a time before CRM. A time when contacts were managed in a flip file of actual physical cards with names and phone numbers written on them by hand.
