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    sales enablement

    What Teams in Complex B2B Sales Need to Know About CPQ (Configure, Price, and Quote) Software

    Configure, Price, and Quote (CPQ) software can be a critical tool for increasing efficiency on a complex B2B sales team. But, like any software solution, whether it actually improves the effectiveness of your sales team (or not) depends on how it’s used. Here’s what leaders of complex B2B sales need to know about CPQ to make the best of it–and avoid the worst pitfalls.

    by George Brontén

    Is It Time for a Little Fall Cleaning in Your Sales Organization?

    My wife decided to clean up the “storage room” in our basement this weekend. A small room with lots of (rarely used) stuff... Old shoes, jackets, bags, rackets, books, etc. Needless to say, we got rid of a lot of stuff that was just taking up unnecessary space. This kind of exercise is really rewarding, as you get rid of things that no longer serve a purpose and free up space for things that you value.

    by George Brontén

    How to sell without selling out - Andy Paul’s latest book shows how

    They told him he would never make it in sales. Now Andy Paul is a well-known expert in the sales industry, author of two books and creator of the award-winning podcast “Accelerate Your Sales” which he sold to in 2020.

    by George Brontén

    How to maximize selling in a virtual environment

    If there’s one thing the pandemic has taught us, it’s that almost anything can be done remotely if it has to be. But is complex b2b sales an outlier? Can you really do everything in a virtual selling environment that you can in-person? And can you do it well?

    by George Brontén

    Are you frustrated with your technology Frankenstack?

    Is this you or someone you know? Somewhere on your smartphone lurks at least one… two… maybe three little apps you haven’t used in six months. At least some of those apps… maybe dozens of them… are work tools you never log into.

    by George Brontén

    A history of sales enablement — and predictions for its future

    Travel back to 1999, perhaps in a cubicle-lined office or around a rectangular conference table, John Aiello and Drew Larsen strategized a new approach to sales operations and management.

    by Jay Mitchell
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