sales enablement
Is Your Sales Tech Stack Investment Being Wasted?
I was at a golf practice range the other day. I took a nice, easy swing, heard that ultra-satisfying “click”, and watched the ball travel straight downrange and land exactly where I intended it to. And for a moment, one brief, fleeting moment, I actually believed I was getting better at this game.
Here's how to reduce friction in sales
“The mitigation of friction which impedes sales.”
That’s Bob Britton, in a guest post on this blog, defining sales enablement. While I’ve certainly heard more extensive definitions, I find Bob’s concept to be pleasingly simple and useful.
The MOST important thing to know about sales enablement
It’s not often that a piece of research comes out that really shakes the sales game. Recently, I believe that a CSO Insights report did just that.
A brief history of the CRM
For salespeople entering the workforce today, it may be unimaginable that there once was a time before CRM. A time when contacts were managed in a flip file of actual physical cards with names and phone numbers written on them by hand.
Great selling Is “habit forming!”
I’m sure you’ve experienced something that gives you a “rush.” It’s when, all of a sudden, everything just falls into place, everything is working as it should, it seems effortless.
Transforming your sales approach? Here’s why you should buy a new CRM too.
Many organizations treat investments in sales effectiveness a series of buckets: One for strategy, one for the sales process, one for training, enablement content, coaching, analysis, individual salesperson performance… and so on. Along the way, companies bolt on numerous tools to their legacy CRM, one after the other.
