Blog


Jul

18

2013
How Important is Sales Enablement to Your Organization?

How Important is Sales Enablement to Your Organization?

 What exactly is Sales Enablement anyway? Well, there are two really good definitions that I like to quote. The first definition is provided by the Forrester Group: “Sales Enablement is a strategic, ongoing process that equips all client-facing employees with the ability to consistently and systematically have a valuable conversation with the right set of customer stakeholders at each stage of the customer’s problem-solving life…

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May

08

2013
Don’t Talk About Products, Instead Talk About Solutions!

Don’t Talk About Products, Instead Talk About Solutions!

In thinking about creating my latest blog, one of the things that came to mind was a credo that I actually have posted on my wall above my desk. The credo that I created goes like this:  Think the way your Customer Thinks  Look at yourself through your Customers’ Eyes  Listen to yourself through your Customers’ Ears Speak in terms of what Matters to Them…

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May

01

2013
The number one reason why most sales calls fail (and what you can do to avoid it!)

The number one reason why most sales calls fail (and what you can do to avoid it!)

Believe it or not, a surprising number of sales professionals still rely purely on luck and good social skills when attempting to sell at an executive level. Unfortunately, good fortune and a winning personality, while certainly helpful, are not proven strategies for delivering consistently successful results. In fact, when some 10,000 C-suite executives were asked in a recent survey to reveal their major hesitation in…

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Apr

17

2013

Is your sales team focused on the right target market?

There have been some really good articles written and some great LinkedIn discussions around the whole area of sales enablement and what’s working and what isn’t. So, it got me to thinking about a problem with a lot of organizations, and it centers on whether or not they have a clearly defined target market for their sales team to go after. If you were to…

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Apr

02

2013
Are you retaining your investment when sales people leave?

Are you retaining your investment when sales people leave?

Training a successful sales person requires a significant investment in time, money and other company resources. While that investment will hopefully provide healthy long-term dividends in the form of increased sales and market share, have you ever thought about how much of that initial investment and accrued knowledge and experience walks out of the door every time you lose a sales person? While most well…

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Nov

08

2012
Why your sales people need knowledge NOT information

Why your sales people need knowledge NOT information

Salespeople are inundated with information. The problem is that they will very often waste a tremendous amount of time sifting through masses of content to find exactly what they need. Clearly, that is a very inefficient process. What salespeople really need and want is just-in-time sales knowledge that is specific to their company, customers, competitors and products. Information alone simply isn’t nearly as valuable as…

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Oct

11

2012
How do you treat your company’s intellectual capital?

How do you treat your company’s intellectual capital?

The BusinessDirectory.com definition of intellectual capital is a “collective knowledge of the individuals in an organization or society.” It includes customer capital, human capital, intellectual property and structural capital. Although largely intangible and very often difficult to measure, intellectual capital is now widely regarded as a true capital expense for a company. The reason for this is because the investment in and replacement of employees…

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Sep

27

2012
The Cost of Not Investing in Sales Intelligence

The Cost of Not Investing in Sales Intelligence

It always amazes me that more organizations don’t recognize the cost of not investing in sales intelligence. I think I should start by defining what I mean by the phrase “sales intelligence”. Sales intelligence refers to any information, knowledge, or experiences that can be used to educate, enrich and enable the sales force to be more effective and productive. I believe that sales intelligence goes…

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May

03

2012

Why are there so many new positions for Sales Enablement Managers?

I started a discussion on the Sales Enablement Leader Exchange group in LinkedIn that asked the above question. I believe that this whole area of Sales Enablement is gaining recognition and interest as something that has evolved into a valuable asset. I would ike to share with you one of the comments that came from Len Ramsay who is a principal at Mindful Sales in…

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