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.

Why technology-enabled services is the new frontier for sales

Not too long ago, I was chatting with the founder of a private equity firm in the US, who reaches out periodically to share what’s going on in his world and to hear about mine. He told me about one of the key trends he’s seen in the past few years in many industries: Technology-enabled services.

How to make complex sales as simple as possible but no simpler

In science, according to a quote attributed to Albert Einstein, “everything should be made as simple as possible, but no simpler.”

This same principle applies to the sales profession. An overly complex sales system wastes time and money. But an overly simple sales system, ironically, does the same.

Thinking about “conversational intelligence”

Conversational intelligence is increasingly a hot topic, yet too often, it seems it’s more of an oxymoron.

How to prove the value of sales training in uncertain times

The training market is a tough market right now. Business is facing unprecedented uncertainty due to the spread of the Coronavirus. Projects are placed on hold and budgets are cut. It can be hard to justify investment, even when we know that our sales team’s performance is more important than ever.