Category Archives: Sales Enablement


Apr

28

2015
Just-In-Time Sales & Marketing Resources

Just-In-Time Sales & Marketing Resources

Most of us will relate to the term “Just In Time” to Supply Chain Management of resources and goods for manufacturing. The concept is designed to eliminate companies ordering and storing all of the items they need in inventory in order to reduce the cost of warehouse space and reduce overhead. So they work with their suppliers to provide the items they need just when…

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Jun

04

2014

Sales Effectiveness or Sales Enablement?

 I started a discussion on LinkedIn last week titled “Sales Effectiveness needs help from all departments” and in it I got an interesting response from Traci Curran, who is the Strategic B2B Marketing Director at Revergy, Inc. Traci made an interesting comment to the discussion, “@chuck, on tools like CollaboRate…these solve content problems (pre sales and post-sale). Content is top of the funnel stuff…which I…

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Mar

31

2014

Confusing Statistics about Sales Enablement

Jim Dickie and Barry Trailer of CSO Insights are, without a doubt, the best team of sales research analysts in the business. Every year they provide an analysis of their findings of over 1,200 organizations that they survey. Then, they post their findings for their subscribers to read.  In reading through this year’s latest statistics, one thing really caught my eye around their findings for…

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Mar

24

2014
Sales Coaches Need Coaching Too

Sales Coaches Need Coaching Too

A good friend of mine, Ms. Tamara Schenk, who is with Miller Heiman in Frankfurt, Germany, recently blogged about “Why Frontline Sales Managers Need Enablement”: http://blog.tamaraschenk.com/?p=1208.  In her blog Tamara mentions that “Many newly appointed frontline sales managers are thrown into the new role with little-to-no training or coaching.” She went on to write that “The resulting consequence is an onboarding time between one and…

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Mar

05

2014
The Blind Men, the Elephant, and Componentization of Content

The Blind Men, the Elephant, and Componentization of Content

I recently commented on a Sales Craft LinkedIn discussion in which Sharon Little with Appcelerator had the following discussion: Enablement and the Content Paradigm, and in her discussion she included an article that was written by Corey Sommers, VP of Business Development at WittyParrot. I was so impressed with what Corey wrote about that I contacted him and asked if I might use his article as…

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Jan

16

2014
Do you use Sales Performance Management?

Do you use Sales Performance Management?

In his latest research for Aberdeen, Peter Ostrow has uncovered some interesting insights into some key problems around sales management and their attempt to deal with sales performance. Simply managing a sales team today has changed dramatically over the years and the old “carrot and stick” method no longer works like before. Today’s sales managers need to be more creative and use concepts like “Gamification”…

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Jan

07

2014
Are you taking advantage of the Tribal Knowledge within your organization and capitalizing on it?

Are you taking advantage of the Tribal Knowledge within your organization and capitalizing on it?

It is always interesting to me that companies are constantly looking outside of their organizations for the panacea to solve whatever problem they have, instead of looking inward and taking advantage of what they already know. Specifically, in sales organizations there is a ton of experience and “tribal knowledge” that exists around: who your best target market and prospects are, what is the best way…

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Dec

09

2013

Do you have an “Effective” Sales Enablement Strategy?

There is a lot of talk today around Sales Enablement, but there is also a lot of confusion as to what it is. I mean the name alone pretty much explains what it is, but let’s take a look at how it is defined. “Sales enablement is a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a…

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Dec

03

2013

What do CEO’s really want from their Sales & Marketing teams?

Let’s face it, the bottom line for every CEO is increasing business, meeting their revenue goals and being more profitable! If their Sales and Marketing teams can meet those demands, then most CEO’s are happy with that. They really don’t care if their Sales and Marketing teams are aligned, because if they are on target, then they simply assume that they are aligned.  Again, they…

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Oct

28

2013
Sales Content Challenges #1

Sales Content Challenges #1

  This is the first article in a series on the value and challenges of producing the type of sales content that motivates customers to buy, drives cross selling and provides sales people with the type of content they need to be more effective and productive.  I want to thank my good friend, Stephen Diorio of Profitable Channels, for this summary that was taken from…

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