How to make win/loss analysis more useful
Win/loss analysis should be a critical tool for improving sales force effectiveness, yet many organizations only analyze some of their wins and losses, and the focus is often more on the losses than the wins.
Data reveals the second biggest obstacle to closing more sales
Whichever way you turn, wherever you look, and whatever you listen to there is data. Polls, surveys, metrics, analytics, analyses, white papers, graphs, charts, infographics, tables, spreadsheets and more.
Who should head up enablement?
When they were little, my kids were great salespeople. If they wanted something and they knew it was going to be a hard sell, they’d establish rapport by doing something nice for us, look for an angle on how their desired decision would benefit us, and carefully select the right “decision maker” (mom or dad?) and optimal timing for their pitch.
Ad-hoc projects: another nail in the coffin of BANT
It surprises and shocks me how many sales organisations still regard BANT as a practical way of qualifying sales opportunities. For those who are unfamiliar with the term, it dates back to the steam-driven days prior to the emergence of the Internet, SaaS and modern buying behaviours and stands for Budget, Authority, Need and Timeframe.
5 steps to get sales enablement right
The number of companies with a dedicated sales enablement function has increased from less than 20% to more than 60% in just a few years[1]. On average, organizations that invest in a dedicated sales enablement function improve sales results by 29%, according to a study by Vantage Point Performance.
Why is managing change so hard? Here’s how executives can succeed every time
Change can be hard, but it’s often inevitable and necessary for companies to ensure future success. Companies budget significant amounts of money for training and consultants to help them improve employee skills and business processes. But is that enough?
