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    sales enablement

    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

    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.

    by George Brontén

    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.

    by George Brontén
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