Art & Science

of complex sales

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Have you noticed that your sales training sucks?

Sales training is big business. Every year, organizations pour millions of dollars into sending their teams to workshops, conferences, online programs, and bringing in onsite training. Every year, most of that investment goes straight down the drain.

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How to Make the Mistakes that Cost a German Grocer $500 Million

In July, German grocery chain Lidl announced that it was calling it quits on a massive project to upgrade their inventory management system, a project they had spent around $500 million on.

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Want to Get Good at Change Management? Think Like Sir Isaac Newton

We’ve all been here before. Whether we’re the CEO moving the company in a new direction, a CRO introducing new products or sales methodologies, an IT Director launching a new SaaS solution, a PM shepherding a project through the corporate gauntlet, or even simply an analyst trying to get others to recognize and act upon what we’ve discovered, we’re all trying to create change in our organizations.

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How to scale your small team to operate like a big one

In today’s coaches corner, we’re discussing how to move your sales team upstream from making small sales to small business, to engaging and closing enterprise business, without adding necessarily new members to the team.

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How to train your people not to think

I heard a horror story from a sales leader recently whose organization uses about 15 different sales tools. One day, the "cadance tool" was glitching and unusable.

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What Exactly Is Sales Enablement?

Sales Enablement is a hot buzzword bingo term these days. The problem is, were you to ask 10 companies what Sales Enablement is, you’d probably get 13 different answers. Let’s see if we can’t clear up the confusion a bit with a high-level working definition that fits everyone’s situation:

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How to Navigate the Jungle of Sales Tech

An interview with Smart Selling Tools founder, Nancy Nardin

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Why sales content needs to be integrated to your CRM

Getting the right content to salespeople at the right time to serve potential customers has been a struggle for a long time. In the old days, when a company might produce only one or two all-purpose sales slicks, the solution was as simple as training salespeople when to hand the brochure over.

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Sales Playbook and CRM Problems - What the Data Tells Us

I can't remember a spring where the pollen was worse than in 2018. You go to the car wash and an hour later your beautiful car is covered in yellow crud and you're out $20. A waste.