Why sales enablement must look to the past to find its future
Mike Kunkle, VP of Sales Transformation Services for Digital Transformation, Inc. (a new division of Fast Lane), is well known in the industry for his systems approach to sales transformation.
This Simple Strategy Will Sell Your ROI and Value Proposition Every Time
Most salespeople can calculate ROI and explain it to their prospects, but many of them find it equally difficult to articulate that same ROI after they have been presented with a price objection.
What you think you know about the buyer's journey is wrong
These days, there’s a lot of talk about the “buyer’s journey.” We’re all supposed to be mapping it so that we can align our marketing and sales with it. Supposedly this is going to make us exponentially more effective.
Takeaways from the 2017 Sales Enablement Society Conference
Late last year, I wrote about something which happened in Palm Beach, FL when the Sales Enablement Society was officially formed. 100 of us arrived at the Breakers, not knowing exactly what to expect, but knowing there were looming problems requiring our collective attention.
5 steps that will make your managers into better coaches
“I’ve been involved in more than 30,000 deal reviews, 30,000 sales call reviews, thousands of forecast reviews, and more. That means I have a rich and varied… and sometimes painful… experience with coaching.”
The Oversimplification of Sales Performance Work
Yes, you read that right. I’m worried about some of the things I’m reading and trends I’m seeing in the world of sales performance improvement. Simple is good. Oversimplified is not.
