Blog


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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Apr

19

2012
The key factors driving sales effectiveness

The key factors driving sales effectiveness

According to a recent CSO Insights 2011 Sales Effectiveness Review, by Barry Trailer and Jim Dickie, the current top-three annual sales objectives are: Increase Revenues Capture New Accounts Increase Sales Effectiveness No big surprises with the first two. As far as I know, every VP of Sales in the world wants to increase revenues, primarily because if they don’t they won’t be in that position…

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